Sales and business development
Closing conversation
Ask for the commitment, having first checked there is nothing in the way.
Asking a client to decide.
The shape
- Confirm value
- Confirm readiness
- Address the barrier
- Ask for commitment
- Next step
Why that order
Asking for the barrier before asking for the commitment is what stops a no that was really a not yet.
A worked example
Does the proposed solution address the main issue we discussed? Is anything preventing you moving forward? If not, shall we start the pilot next month?
What usually goes wrong
Asking for the commitment first and then handling the objection, which turns a conversation into a contest.
Mostly serves Connection, and reaches into Intent and Presence.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.