How to Close The Deal

OK I think that's whyI was getting confused.What can I say do?Yes better close thedeal rather than ending,it would take some timeto read and let me knowif you'd like to move forward.Yeah so you're coming tothe end of a conversationand you have noclear action, right?Yeah so for example, this waslike the second conversation Ihad with the client, youknow, had a first preliminarylike a light discoverysession with themjust to kind of figureout what their needs.They initially camelike, oh, we wanta website and thenfound out they actuallydidn't need a website.At this point,they need branding.So we kind of pivotedand talked about that.And so after kind ofassessing all the stuffthat we had talkedabout and I call them,I was like, OK, I'mgoing to put togetherjust kind of like anintroductory proposal.In the call, I did kind ofanchor the website projectinitially, but thenafter we talkedabout branding,I was like, OK, Iwant to see the kindof pieces that you'reusing for your customers.So I can get abetter sense of whatshe needed for, like thestart of their new business.And then I created a proposalor like an estimate based offof that.So then we walked through it.And then at the end, I can.Yeah, I just I didn't knowwhat to say after that,after we had talked through it.She's like, OK,well, yeah, I'm goingto take some time to thinkabout it and go through itand let if I have questions.OK, are you in ashared working space?No, but I can close my office.Yeah OK.Yeah all right.It was.I thought of somebody else.Sorry.OK.All right.So when you're havingthis conversation,you have no idea what you wantthem to do at the end, right?Well, I mean, I do.But what do you want them to do?I want them to agreeon the projectsthat I think based onwhat was discussed,here are the thingsthat we want.OK, so what wouldthat sound like?What is that what?What would that sound like ifyou're talking to me right now?So after I had gone throughthe proposal, I asked her,does all of thissound good to you?These are the typesof things that youwant to pursue tokind of get youin your new business started.And she said, yes,so then I'm like.But then there wasn't thefallout from her like,I want to do this.Well, hold on.Hold on.Don't change the subject on me.You're right.This is sound great.And she's like, yes,and then that's it.Goodbye?no.I mean, I asked her if therewere any other questionsthat she says no.And then what else?And then that was it.Right?awkward pause.Oh, so you're notclear what you want.What do you want?Tell me what you want.Just forget that we'retalking in front of 55 people.OK just tell me what you want.What do you want?Uh, I want her to obviouslymove forward with the project.And what would you say?I am ready to help do this.And what do you want me to do?Tell me what you want me to do.I want you topartner with me and.Have we work on doing thebranding for your business?OK And when you don'tknow what you want?How do I know what you want?Partner with you, like shouldwe open up a limited liabilitycompany andincorporate do we needto come up with fictitiousbusiness name together,opening a joint account?What do you want me to do?You're confused right now, huh?Yes OK.Here's what it wouldsound like to me whenyou want to close adeal, you would say,does everything sound greatto you, client Mrs. smith?Is this sound great to you?And she would say yes, it does.OK, so I'm going to go aheadand send you a one pageproposal with the terms that weare going to that we've alreadyoutlined for$100,000 and then wecan get started as soon asyou send me a check for 50%Are those terms clear to you?Yes, they are.When do you think you couldmove forward with this?Tuesday at 2:00 p.m.?Fantastic this emailwill be in your inboxby the time this call is over.I mean, I'm justexaggerating there, right?OK.Isn't that what you want?Yes I don't want topartner with you.I'm just saying thatyou're not being clear.OK, so the last Lorenwho was just talkinghad some difficulty abouttalking about money.You also have difficultyabout just sayingwhat it is that you want.I think we're tryingto be too polite,and we're usingabstract languagelike coded languagein our mind meansgoing send me a check for50% But if you don't say thatand you don't put it into finiteterms for me to understand,I'm like La Di da.See you later.Nice to meet you.And then you're sittingthere wondering,I wonder where they'regoing to call me.I wonder when Ishould follow up.Is two emails to toomuch of like neediness?Is it too desperate?And we don't want to do that.I just want to be clear.Think about anythingelse in your life.And would you like tomeet me in San francisco?Yes great.Talk to you later.And then you're like, whattime, when, where, how?For what?All those details do matter.And would you like to meet mein San Francisco at the afterparty on the openingnight, and I'llhang out with you for 30minutes and we can talkabout whatever it is you want?Is that cool with you?Oh yeah, that becomes a lotmore clear and concrete.That's what you need to do.I see.OK, so we're beinga little bit timid.OK in telling peoplewhat it is that we wantand that's creating stressfor us, it's creating anxiety.And then the client sittingthere thinking, gosh,I wonder if whenI work with Anne,would she ever tellme what she wants?Well, she made clear.OK so I think some ofus fear that being clearis sounding really assertiveand then aggressive.That's not it at all.I want clarity in my life.I want to know when you'regoing to need me for a house.For how long?At what corner?What are you wearing, et cetera,so I can spot you right away?Just be clear.It's you get extra points ifyou're polite, but being clearis more important.