Deal closing phrases
Good morning. It's the Q1 home stretch.
If you're like us, then these last two weeks of March are dedicated to two things: watching NCAA championships and closing deals like a shark. But if you're an ocean goer who is looking to repel actual sharks from you, then I highly recommend reading more about our sponsor: Sharkbanz!
One of my favorite parts of the sales process is "the close." Speed increases. Everyone focuses more. You can ask for more. Hail Mary's can happen. It's a wild time.
I've found closing to be an art form in sales and one that I'm still practicing after 20 years. Here's one thing I've learned about closing: words matter.
Below are a few phrases that have had a fairly high success rate for me over the years during closing. I hope you find these helpful.
1. "Approved Price": Avoid using terms like list price or standard price. Saying "approved price" implies the price is non-negotiable, speeding up the process by days or even weeks.
2. Use "I" Not "We": Transitioning from "we" to "I" in negotiations creates a more personal connection, making it harder for buyers to push back. Next time use the words "I'm pleased to offer you..." instead of "we have a great offer for you."
3. "Can I Bounce a Few Thoughts Off You?": I used to always use the phrase "can i make a suggestion?" during negotiations. It rarely got the response I was intending for. Once I switched to "can I bounce a few thoughts off you?", deals started closing fast. This phrase is better at fostering openness by asking for permission before offering solutions. It's appreciated by the customer.
4. Apologize Strategically: Apologize strategically, not for the price itself, but for constraints beyond your control. This elicits empathy and acceptance of your offer.
5. Use the word "fair": Incorporating the word fair into discussions helps to establish mutual agreement and satisfaction. Next time you are in the end stages of a negotiation, use the phrase "would that be fair?" and see what happens. Everyone naturally wants to be fair and treated fairly. This is great way to handle objections, move timelines or get next steps.
These work really well in both email writing and in-person or virtually. Give them a try as we finish out March (and Q1 2024) strong. You might surprise yourself with what deals you're able to get across the finish line!
Cejih
OTHER BIG NEWS THIS WEEK:
Brian Gushue's book, The Grass is Always Greener: One Football Fan's Improbable Quest to Attend 500 NFL Games, is currently on sale for 78% off! Grab your copy now!
P.S. Nervous about missing upcoming news from CG Sports? Follow us on Instagram (@cgsportsco), Facebook (CG Sports Management), and, of course, our weekly newsletter.
Jack Wallace recently joined the Angel City Sports and Gold Meets Golden organizations for a star-studded event! The event brings together celebrities and high-level athletes to benefit the adaptive sports community.
Learn more about Angel City Sportsand Gold Meets Golden online.
Two-time Olympian Katie Grimes joined the Unfiltered Waters podcast, hosted by Olympians Missy Franklin and Katie Grimes. The three discussed the highs and lows of Katie's Olympic debut, including all of the emotions that accompany a fourth place finish at the Olympics. Katie also talked about training for both open water and pool events as she prepares for the 2024 U.S. Olympic Trials (pool events) and 2024 Olympics.
Listen to the full episode online now!
CG Sports Publishing is proud to announce the official release date of Anita Mitchell's book God Took My Arms but He Gave Me This Gift: The Story of Abbas Karimi. Anita's book explores the events of Abbas's life, including his years living in refugee camps, and examines the emotional strength that helped him not only to survive, but to thrive.
God Took My Arms but He Gave Me This Gift will be available for sale on April 17th! Stay tuned for more updates!
Ready, set, launch your book! 📚
Writing a book is an exciting feat - there’s no doubt about that! Congratulate yourself for the amazing task you have accomplished and get ready for the next steps in the publishing process.
Outside of writing, one of the most important aspects to throw your energy into is marketing your book. Here are three important steps that will help you get ready to launch your book:
Create a timeline. Your publishing team will work with you to set a publishing release date for your book and then work backwards from that date to create your timeline of marketing “to-do’s.” This includes scheduling important email blasts and social media posts. We love timelines because they give us goals to hit when marketing a book.
Create your email list. This is your list of supporters. The people who are excited to celebrate you and your newest accomplishment. The people who are going to buy your book on release day. And, even more so, they’re going to turn around and tell more people about your book. These are the people you need in the know.
Gather your list of behind-the-scenes story moments. Transparency. Connection. Inspiration. Sharing how you created your book is not only a great strategy for creating hype for your book, but also for creating hype around you as an author. The more hype that you can create, the more people you will have in your corner ready to buy your book on release day!
Launching a book is just as important as writing the book. We believe in every book that passes through CG Sports Publishing and want the marketing process to be both fun and successful!
That's a wrap! Congrats to Rosie Brennan (and all of the racers) on a successful World Cup season!
Sharkbanz
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Co-founder Nathan Garrison first got the idea for Sharkbanz after a close friend was bit by a Bull Shark. Garrison explains, "As someone passionate about spending time in the ocean, I was determined to find a simple, effective, and affordable way to reduce the risk of an unwanted shark encounter. The proven science, research, and technology are the basis for all Sharkbanz products today.”
Sharkbanz products are the embodiment of almost two decades worth of peer-reviewed scientific research, including independent government testing on the use of magnetic technology as an active and effective shark deterrent. For a limited time, use code CGSPORTSCO20 at Sharkbanz.com for 20% Off your full order. Expires April 1, 2024.
The Sharkbanz Team is based in Santa Barbara, CA and they regularly work with swim and surf events globally as their official safety partner.
Champion's Mojo, Episode #250: "A Nation's Capital Treasure: Coach John Flanagan, 50 Years of Excellence"
As we celebrate a landmark 250 episodes of Champions Mojo, Champion's Mojo is thrilled to bring you an intimate conversation with a figure who has not just coached one of their hosts, but also shaped the destinies of countless swimmers—legendary Nations Capital coach John Flanagan. Reconnecting with John, who has spent over five decades mentoring swimmers from the grassroot levels to the elite masters, we unearth the profound impact he has had on the sport and on the lives he's touched. His life, rich with wisdom, weave a narrative that demonstrates how discipline and excellence transcend the pool, influencing every aspect of our lives.
Catch up on EVERY episode at ChampionsMojo.com.
