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Ever taken a solution off the table because you knew it wasn’t the right fit for the client? Did you gain or lose credibility by doing so? How did the customer react?

Three Types of Decisions

When clients make “closing” decisions—whether incremental or final—they usually come down to one of three choices:

Choice 1: Go. Proceed as suggested.

Choice 2: Go with changes. Proceed, but with changes to the proposed plan.

Choice 3: No-Go. Decide not to proceed.

To be successful in the Closing Zone, it’s helpful to be familiar with all three types of decisions.

In the chapters that follow, we’ll talk more about the importance of each of these categories, and the factors that influence the decisions you’ll ask clients to make in your meetings.

Your role