Page 84 - BT Advise Sales Workshop

Applying pressure to close in an appropriate way

• Use the business case – this is their value, hold them to realising the value

• Use your connections – your investment in their value gives you leverage

• Apply timing and milestones – clear agreed milestones and dates drive deliverables

• Agree early and be consistent

• Qualify: do this well – don’t chase deals with no customer value

• Develop Solution: agree on the outcome of the process

• Present: prove that the outcome is real

• Negotiate: agree on the T&C’s, not whether the deal should happen or not

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