Why You Need the Four Key Incremental “Yeses” for Closing Deals

<p>Building a project with the prospect taps into the Ikea Effect; we buy into what we help create.</p> <p>Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem.</p> <p>There are four incremental yeses you need to obtain to secure a project.</p> <p>The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals.</p> <p>The second is getting agreement on the process timeline..</p> <p>The third is the team. At what level does the client want to interact with your team?</p> <p>The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome.</p> <p>Depending on the project, you can get those answered all in one meeting or conversation.</p> <p>Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage.</p> <p>We all want to add value, so give your prospect a way to engage with the work.</p> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="https://www.hbs.edu/ris/Publication%20Files/11-091.pdf" target="_blank" rel= "noopener">hbs.edu/ris/Publication%20Files/11-091.pdf</a></p>