One of my participants recently asked me:

One of the challenges I’m having is in the area of closing in business… how does (present) a context that is comfortable and not overly aggressive (but that still gets the deal done)?

And it is a challenge for many people. What do you think?

You might try putting yourself in their shoes. Deeply connect with everything you can about them – their mannerisms, their attitudes, their style of thinking, even their posture as they are distorting your proposal. Then step back and ask yourself, “If I was , what would have to happen in order for me to ?”

There are likely to be emotional and rational issues to consider; Reasons to act and reasons not to act. This could help you better frame your proposal, respond to their concerns and position yourself regarding the key issues. Continue reading “How can I close the deal?” »