The “Personal Favor” Close

The “Personal Favor” Close

A salesperson in my organization has been working for 6-8 weeks negotiating a complex statement of work (SOW) with a Fortune 50 company. The SOW was actually revised 12 times and then stalled in procurement. To move the deal forward and ultimately get it closed, the salesperson used the “personal favor” close.

He said, “If you can help me get this SOW signed by the close of business tomorrow, it would mean a lot to me. In fact, I would consider it a personal favor.” It worked! Why? People want to help people, especially if they like them. Note this close is only effective when the seller has a personal relationship with the buyer and has been of service to them.

Remember, just being nice will not get you the business. You always have to push for the close too.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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