I have traditionally closed over 80% of my proposals using my format of 2.5 pages based on conceptual agreement with the buyer. Many people in my community have rates of over 90%. I’ve extracted the key components here that are covered in greater depth in my books for a “quick study.” If you follow my guidelines I can guarantee your “hit rate” will increase, providing you’re realistic and serious. When I ask most people who continue to have problems closing business if they’re really talking to a buyer, they admit they are not. Remember that HR stands for “hardly relevant.” You’ll learn here the four components of a buyer meeting that lasts 40-60 minutes and how to handle each one. We’re often under the mythology of sales instead of the reality. Learn here that money and time are really not resources, but are priorities and can be changed. Learn that “money” and “budget” are two different things. Of course no one budgets for a consultant they don’t know they need, but they do have money in other budgets which can be reallocated for a better return. If you follow my guidance here, you can be that “better return” every time. There are four areas and only four areas of potential objections, and only one of them is valid. Learn to handle that one and you’ll be closing business at an accelerated rate. I also cover the proper ways to invoice and the concepts of TDTC and paying yourself first. All in all, not a bad 17 minutes and the price is right!

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