Approaches for closing the deal – How to ask
Many consultants are uncomfortable asking for the sale. They have a fear of rejection or say it feels pushy to ask and courteous to wait. By waiting, what they don’t realize is that they could lose the sale!
Asking for the sale is a consultant’s right. You have spent time and energy crafting and presenting a solution to address a client’s need. You have also flushed out and succinctly addressed specific client concerns. Your question to the client, “Do you have any other questions?” is answered by the client with, ‘No.” Now is the time to ask.
You’re on, so here are some approaches for your LAST question:
· Needs based: “Since you have agreed that our capabilities and approach meet your needs, can we work with you on this project?
· Relationship based: “Since we have worked well on past projects together, are you comfortable proceeding with us for this project?
· Fee based: “If we drop our fees 15% do we have a deal?”
· Assumption based (Assumes that you are starting the project) “Can we schedule the first round of leadership interviews next week?”
· Next Steps: “Where do we go from here? “
After you ask for the business, you must follow these two sales rules to get a successful outcome:
1. When giving concessions, each additional concession should be smaller so that the client can see the end of the negotiation is near.
2. After you ask for the business be quiet and listen. Do not say a single word until the client responds – even if it feels like eternity!
Silence can be golden!
Author: Gary Pines (gpines@hardingco.com)
