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Programs·IPMERC·IPM·310

Closing - confirmed next steps

Advanced · 7 units · 55 min · NL/EN

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Overview

7 units

Advanced course on the Close phase. Pre-close moves, the trade-off approach, written agreements, and the difference between 'we agreed' and 'I think we agreed.'

For

Advanced

Senior consultants placing at director level. Anyone whose 'verbal yes' converts under 60%.

Outcome

By the end

End every conversation with a written next step or a documented reason there isn't one.

Setup

3 units

  1. 01Pre-close: what should already be true7 min
  2. 02Trade-off: 'if I do X and Y, and you do Z…'8 min
  3. 03Reading hesitation versus disagreement8 min

Practice

4 units

  1. 04Summarise · choose · agree9 min
  2. 05Written confirmation patterns8 min
  3. 06Drill: 8 close scenarios with traps9 min
  4. 07Quiz: spot the broken close6 min

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