Options for Closing a Prospect Conversation

At the end of every prospect conversation, you have three options…

1. You sit tight. You say, in your own words, “Hey, let me think about this, and why don’t you think about it, too? I’ll take it to my team, I’ll get back to you in a couple of days, and we can decide what, if any, next steps we might have.” (This is the most open-ended approach, and it’s kind of a power play to commit, not to a next step, but to thinking about it and then following up. I like this option… if you, not the prospect, can proactively own it.)

2. You specifically name the next steps. E.g., “Based on our communication so far, it seems to me that it makes sense to continue our conversation. The next step in our process would be a second call next week—we might also include Jane in the process—and then we’ll have a further discussion to see if we can help you.”

3. You give a couple of choices. “At this point in our conversation, we have two choices. We can schedule a follow-up call with you and Jane if you want to keep talking. Or, based on what’s going on for you, you can sit tight, think about it, and let us know when you’re ready.”

In each of these three scenarios, even if you’re letting go to some degree, you will close your prospect conversation from a position of strength—engaged, confident, and in control.

Onward.
Tom

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