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Here’s the question you ask before you leave a buyer who has agreed to consider a proposal which you’ll create and send within 24 hours:

“Is there anything at all we haven’t discussed—any priorities, impediments, influences—other than fee, which can possible prevent you from selecting one of the options provided in my proposal? If so, let’s discuss that right now, while we’re together.”

I call this “pouring cement” on the deal.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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