QUICK TIPS FOR CONSOLIDATING YOUR CONVERSATIONS

• Pay attention to the emotional and logical factors that impact decision making. Different fears come into play, and your ability to Stop, Drop, and Roll with any final objections or concerns will alleviate those fears.

• Summarize and then assertively ask for the decision. Then wait. Forward movement and action is the goal—for you and your buyers.

• Clearly identify next steps and don’t leave anything hanging.

• Follow up with a written confirmation of the next actions after the conversation. This is especially appreciated by Commanders and Reflectors and may be necessary to keep the Expressers and Achievers on track.

• Eliminate decision questions that ask for two competing decisions, such as “Are you ready to take the next step or do you not have enough information?” or “Should I start the paperwork or do you need to include someone else?” Being vague or unclear as to what you are asking for may give them an easy out.

• Close your conversation with a personalized statement or invitation to keep the door open to future opportunities.