The If-Then close Written by Jamie May  The if-then is as simple as it sounds, a good technique if you don’t know

Ignore what they say close  Written by Jamie May  You provided exactly what the customer wanted, at the price they demanded, in

Impending event close  Written by Jamie May  This is for raising urgency. The impending event close, involves coming up with an upcoming

Inoffensive close  Written by Jamie May  If your prospect is a dominant type. In sales there are pattern interrupts, which are designed

The IQ close  Written by Jamie May  Everybody likes to feel smart, and you can certainly use it to win a customer

Just in time close  Written by Jamie May  Just in time sales enablement, or Johnny-on-the spot-close. Is great for minimising follow up

Land and expand close  Written by Jamie May  Also tip of the spear sales. This is a good technique for a difficult

Let them disagree close  Written by Jamie May  I’ve noticed an increasing trend that many sales conversations are no longer with a

The logic close  Written by Jamie May There’s two types of Logic negotiation. The first is a simple acronym Legitimise (qualify out

Give & take close  Written by Jamie May  All negotiation is give and take as a basic function. All of these examples

The handshake close  Written by Jamie May  Handshake contracts are a form of verbal contract and can be Legally binding. Handshakes only

The hot button close  Written by Jamie May  I remember as a kid on my dad’s sales floor all the reps talking

The Gil close  Written by Jamie May  Most people have too much ego for this technique. Marketing would probably be shocked. In

The hurry close  Written by Jamie May  The hurryclose can feel a little icky and stereotypes the old fast-talking hustler. There’s also

Future close  Written by Jamie May  The future close is a negotiation that will be completed in the future, also called the

The guilt close  Written by Jamie May  Using guilt to close a negotiation can feel sleazy. Like all closing techniques there’s a

The hard close  Written by Jamie May  This can also be called mode-1 negotiation. The easiest way to explain this is in

Legal Close Written by Jamie May I’ve posted previously about the importance of understanding the law in sales. This post is to

The hero close  Written by Jamie May  They say that good salespeople tell stories. The hero close tells a story to your

Future tense close  Written by Jamie May  Listen to your prospect talking about the negotiation and look for present/ past tense in

The humour close  Written by Jamie May  Not everyone is funny all the time and I’ve certainly had several jokes in sales

The handover close  Written by Jamie May  This is similar to good cop bad cop; but more similar to having a dedicated

Buried treasure, a tale of negotiation Written by Jamie May  Picture this: you’re comfortably seated in your office, your usual routine humming