Richard Woodward

Strategic Planning Facilitator, Business Development & Sponsorship Training

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Closing the Sale – Inducing Action

Closing the sale is about building commitment at each stage of the business development process and if we have built commitment the close is an expected and natural part of the process.

Here are five techniques for inducing action after having built commitment.

Ask them!

Ask them if they would like to go ahead. If they want to go ahead (and why shouldn’t they at this point) they will say yes

Suggest a specific scenario for them to agree to

“I can provide 10 tables at $200 per head. Would you like to go with that?”

Invite them to be involved

“We are meeting at the venue next week. Why don’t you come down and we can look at the layout for the event and how it will work for you on the night”

Get them to agree to a point in the implementation time line

“To give you the maximum exposure in the event program we are going to need your logo by next Friday”

Get them to make a choice

“We mentioned that there is the opportunity for a representative from your company to make a speech at the event. Will you Chairman or Managing Director undertake the speech?”

Whichever technique you use:

Deliver with confidence

Deliver the words with confidence to give the prospect the confidence to proceed; and

Assume

Assume that they want to go ahead

Give it a go!

Try relating the techniques to your own situation and give it a go

Categories: Propositions, Proposals and Presentations, Sales techniques

RICHARD BLOGS REGULARLY ON:

  • Business development
  • Client retention
  • Propositions, Proposals and Presentations
  • Questioning and listening skills
  • Sales techniques
  • Sponsorship and corporate partnerships
  • Strategic Planning Facilitation

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About Me

Richard is a business development strategist, trainer, speaker and author who has worked with leading organisations since 2004 to help them attract and retain new business.

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Richard Woodward & Associates Pty Ltd PO Box 908 Bondi Junction 1355 Sydney, Australia

Phone: + 61 2 8964 4350
Mobile/cell: 0414 886 018

Email: richard@richardwoodward.com.au

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