Here are the tenets of closing a deal.
Violate these at your own risk ;)…
1. “Present on your feet, close in your seat.” Stay seated.
2. “Talk is cheap.” Get it in writing. Have a proposal (and a notebook for notetaking) ready. This makes your proposal tangible, valuable, and credible. Get to this stage as soon as possible.
Don’t know how to structure a proposal? Be resourceful. Find someone in your domain and request a template.
3. “Say it with conviction.” Articulate clearly and audibly. Delivery is key. Demonstrate enthusiasm, positive energy, appreciation, and confidence.
Improve this via relentless practice: record yourself (video and audio) and book public speaking engagements.
4. Always have a closing mindset. That means have a pen available and the attitude to win.
5. Develop rapport via humor, mirroring, and common interests.
6. Take no as a “not now” – be persistent (and professional). Send multiple follow-ups. Don’t quit until you close.
7. Be a swiss army knife. Have a huge variety of strategies to make it happen.
8. Treat everyone like a buyer. It’s a combo of the Pygmalion effect and self-fulfilling prophecy.
9. Focus on problem-solving and interests, not positions. Understand their side.
10. Provide value AFTER you close.
