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IPMERC

ProgramsIPMERCIPMERC 250

Closing - confirmed next steps

Intermediate, 7 units, 55 minutes, NL, EN

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Why most closes fail before the close, and what to do about it.

Intro: een zwaaiende open hand1introProbe: een vergrootglas2probeMatch: twee puzzelstukken die elkaar raken3matchExpand: een cirkel met vier pijlen naar buiten4expandRules of engagement: een weegschaal van vrouwe justitia5rules of engagementClose: een vinkje in een cirkel6close

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

Intermediate

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.

What's inside this program

2 sections, 7 units, 55 minutes total. Practice exercises and scored assessments per unit, plus reference material.

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