Keys to a Go-Ahead
Keys to a Go-Ahead
Key #1
If there is not yet a GO-Ahead, below are 4 KEYS to help accept your proposal:
1. Know the status of the opportunity: Solicit complete and accurate feedback. Introduce Negative Inclination:
a. “Mr/Ms client are you ready to make a decision?”
b. “Is there anything that prevents you from moving forward with this?”
c. “How do you feel about the current status?”
d. “Mr/Ms client, can I ask you something off the record?”
e. “How does each Decider really feel about solving your problems?”
f. If costs are too high: “How much did you expect to pay?”
g. “If our roles were reversed, how would you handle the next step?”
h. “Do you need different terms to allow you to go ahead with this?”
i. “Have you already talked to “others” about financing the fixing?”
j. “When would you like to start the fixing process?”
k. “What needs to happen between now and the signing of the agreement?”
l. “Mr/Ms client, you look concerned. Is something the matter?”
m. “Are we in good shape to get the order or are we at risk?”
n. “If there is an obstacle lurking, would you be willing to share that with me?”