When you are approaching potential sponsors to partner with your organisation, the part that is often forgotten in negotiations is asking whether they want to go ahead with the partnership, or ‘closing the sale’.
There are a number of theories on the best way to close the deal and secure sponsorship.
There’s the ‘alternative’ close that offers people a set of limited options to choose from, the ‘assumptive’ close which assumes the person is ready to make the purchasing decision, and the ‘best time’ close which emphasises that now is the best time to buy. The list goes on and on…
I think the best theory lies in recognising that we are all human, we each have our own style and way of communicating and that each one of us thrives on respect and honesty. We are well aware when someone is trying to persuade us or push us into a decision we may not be ready to make. Nobody appreciates feeling like they are being tricked into a purchase decision.