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Though the title of this post calls this tip “little known”. it’s probably widely known. It just isn’t applied.

Here is an example. These are the three closing sentences of a proposal sent to an interested buyer:

Paisley, thank you again for your consideration of our hotel and I hope we have the opportunity to work with you. Please know that I am not holding rooms or meeting space at this time, but I would be happy to do so upon your request. You can reach me directly at 555-555-5555 or if you have any questions.

There are several aspects of this all-too-common close that can be improved.

It should be more customer-focused.

Create a vision for the buyer to remember.

Infuse more positivity.

But without applying this one tip, the rest will not matter.

Here it is: Take control of the next step.

First, before spending your valuable time crafting a proposal, agree on next step.

Know what the action is after they receive your proposal.

If you missed doing that, you have to work a little harder.

Take control of the next step and tell your buyer what exactly action you’ll plan to take, unless something else is more convenient for them.

Will you call them Friday morning?
Will you send the agreement for their review or approval?
Will send an outlook block for their site visit?

What will YOU do?

Tell them. Then, do it.

According to RAIN Group’s January 2018 research results, 82% of buyers accept meetings (phone meetings + F2F) with sellers who proactively contact them.

Don’t make them get back to you.

That makes work for them and you lose control of the sale.

They WANT to hear from you! They WANT the next step to be simple and effortless.

Don’t let them down!

Please apply this tip and post your results.

For information on a customized email sales writing workshop for your group, please email or complete our quick Interest form to check Sue’s availability. Count on boosting productivity, professionalism and profits!

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