Closing with handcuffs

Here’s the thing about closing deals: it’s all about urgency.

If you cannot establish a feeling of urgency, you will never be able to drive your customer to give you that signature or issue that PO you have been looking for so long.

Some of the rather extreme examples I came across include one friend of mine who was escorted off site by security because he refused to leave the clients premises without a PO.

That said, I don’t think it needs extreme behavior like this if you really own your sale and judge the process & risks professionally.

Certainly, you need to find ways to establish urgency with your prospect. And a very good way to do so by understanding the ways the organization works. Building up an account chart is a first step. Identifying the decision making processes, the enemies, champions, and judges in the organization using this chart is the next step.

Lastly, an org chart can help you identifying blind spots on your plan (this is where you have all that whitespace between the CEO you googled and the champion you are working with ;) ).

Having built up that knowledge will help you to more thoroughly judge the actual buying process thereby allowing you to put the pressure at the right points of the process chain - and maybe sparing you getting escorted off-premise by security!