Closing.
WHY IT IS AVOIDED
Fear of hearing no.
WHAT AVOIDING IT COSTS
Deals that drift and die.
WHAT CLOSING ACTUALLY IS
Asking a clear question and waiting for the answer.
WHAT A GOOD CLOSING QUESTION SOUNDS LIKE
Shall we proceed? Would you like me to send the agreement? What would you like to do?
WHAT TO DO AFTER ASKING
Stop talking.
WHY
Silence is where the decision happens, and filling it reopens the discussion.
WHEN TO ASK
When the problem is agreed, the solution fits, and the objections are addressed.
WHAT TO DO IF YOU ARE UNSURE WHETHER IT IS TIME
Ask where they stand.
WHY
It is informative regardless of the answer.
WHAT TO AVOID
Manufactured urgency Pressure tactics Assumptive language that removes their choice
WHY PRESSURE FAILS
It produces either resentment or a cancellation.
WHAT TO DO IF THE ANSWER IS NO
Ask why, and accept it.
WHY ASK
The reason may be addressable, and if not, it is information.
WHAT TO DO IF THE ANSWER IS NOT YET
Establish what must happen, and when.
WHAT TO NEVER ACCEPT
An indefinite delay with no next step.
WHAT TO AGREE ALWAYS
The next action, with a date.
