Next time you’re trying to move a stalled deal (i.e. one that’s not subject to the release of a formal EOI/RFP/RFT) towards a close, pose this question:
“What can we do to make this work for you?”
This simple question eliminates the futility of trying to figure out what you need to do or say to bag the business.
Conversely, it gets the prospect/s to tell you exactly what his/her/their organisation needs to be assured of, or be offered, to be convinced to move forward conclusively.
Excerpted and adapted from source material: Charles, Marc, “10 Words to Close Any Sale,” Early to Rise, 10/1/08.
