Do you have a process for closing your deals or are you winging it and leaving it to chance?
In this episode of Conversations About Conversations, Jakub and I talk about the proven and repeatable process from my book to get agreement for action and close more deals.
It's not tricky or manipulative. It's process-oriented, needs-based, collaborative and consultative.
There are three parts to the process:
- Identify the client's objections with questions such as, "What, if anything, is stopping you from moving forward?" or "What are some of the reasons you might not come on board?" or "Where are you in your decision making process and what's missing in order to help you complete it?" (Open-ended questions will help identify objections more effectively than closed-ended ones.)
- Remove the objections one at a time (Start with the easiest one first. I've learned from experience if you can't remove one of them, you won't remove any of them.)
- Once removed, make an invitation, request, suggestion, proposal or recommendation (IRSPR)
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Conversations About Conversations – Episode 146
CONTACT ivan@conversations.biz
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