When the other person offers an objection, make it a condition of resolving their objection that they make the purchase.

You can also use this approach to make any trade - for example if you want them to watch a promotional video offer a cup of coffee.

Always, by the way, phrase it in the form ‘If I…will you…’ rather than ‘Will you…if I…’. This is because our brains work very quickly and starting with ‘will you’ causes them to begin thinking immediately about objections and they may miss the exchange. On the other hand, starting with ‘If I…’ will cause psychological closure on what you are offering thus drawing them in to the close.

Examples

You say you want a red one. I’ll check and if I can get you one, will you take it today?

If we can figure out the financing for you, will you choose this one?

If I get you a cup of coffee, would you like to sit down and look through the catalog?

How it works

The Conditional Close uses the exchange principle to build a social agreement that if I solve your problem, you will buy the product in return.

In 2007 the W3C group announced major changes in their recommended website design standards with plans for even greater changes in the future.

• https://en.wikipedia.org/wiki/Cascading_Style_Sheets
• http://en.wikipedia.org/wiki/HTML5

In order to make sure that Internet Explorer would still be able to display sites built to the old standards, Microsoft added in the Compatibility Mode feature.

Compatibility Mode described for IE9

• http://windows.microsoft.com/en-us/internet-explorer/products/ie-9/features/compatibility-view

What does Compatibility Mode Do?

In order to guarantee reverse compatibility, Internet Explorer browsers in Compatibility Mode render websites in IE7.

More Information

• http://webdesign.about.com/od/internetexplorer/f/what-is-ie-compatibility-view.htm

Why is This a Problem?

At the time when IE7 came out, there were fewer industry wide standards. Each browser had it’s own rules for implementing HTML, and Internet Explorer was notorious for not allowing features common on other browsers.

But Why am I Seeing the Compatibility Mode when I didn’t set it?

When Microsoft first introduced the Compatibility Mode, they built in an option to view all websites as if using IE7, then they turned that option on by default.

Any upgrade which preserved your past settings would leave the browser running in IE7 for all websites.

Microsoft’s Letter Announcing Compatibility View

• http://blogs.msdn.com/b/ie/archive/2008/08/27/introducing-compatibility-view.aspx

So how do I turn Compatibility Mode Off?

To turn off Compatibility Mode, you will need to open the Tools menu in Internet Explorer, find the Compatibility View Settings, and uncheck the box labeled, “display all websites in compatibility mode.”

At this point you may also need to locate Compatibility View option listed about half way down the menu. Make sure the option is unchecked.

If you cannot find your Tools menu, try these directions from Microsoft:

• http://answers.microsoft.com/en-us/ie/forum/ie9-windows_7/ie9-always-rendering-pages-in-ie7-compatibility/c0177b44-3950-e011-8dfc-68b599b31bf5

First, act your role in the situation. No one is perfect but you can affect how you’re perceived in a heated discussion in several ways. Check in with yourself first; are you coming from a position of being a victim in the situation. Victims can come across in a “poor me” stance that unwittingly invites the onslaught in a disagreement. Are you angry and want to change things? That’s not a good or bad position to take and it may motivate you out of a victimized inactive state into action. Be sure to stop and think before engaging to find the best “win-win” outcome for everyone involved. Usually there is a way both or all of you can win, and you’re often best to lead with that rather than an angry stick or as wounded animal.

Secondly, get your money discussions under control. Many partners and senior teams differ about money and its use in the business. My first question to them is whether they’ve taken the two to three day retreat together at the beginning of the year to actually set goals and plan.  It’s all about having accurate financial reports, creating a budget, and looking at KPI’s (Key Performance Indicators) for all areas of the business to build a great foundation and future communication. Most businesses find that when they get away and actually work on these things, action driven goals and objectives can be created. Generally speaking, management teams should spend 2 days a year offsite before year end, 1 day per quarter, 4 hours per month, and 30 minutes weekly reviewing their plan to ensure goals are on track and financial decisions make sense. All these times of review should occur PRIOR to the end of the period in question. Financials can catch up in a few weeks. Stay focused, stay strong.

For more information on Robert Britz and Avitus Group Strategic Planning, see:  http://www.avitusgroup.com/services/business-planning-and-growth/ or email to: bbritz@avitusgroup.com

Finally, define the relationship. Many clients I work with whether a partnership or corporation should have a plan in place if one partner dies or becomes unable to conduct their duties. Simple key man insurance covers the death issue, and disability and other legal language can mitigate a long term disability for both the injured party and the business. A worst case scenario occurred last week with a new business I began working with. One partner was in the final stages of buying out the other partner in a long running business. After final negotiations were completed, and before paperwork had been signed, the exiting partner suddenly died in an accident. There was no key-man life insurance in place and now the remaining partner is in business with his deceased partners’ spouse. It’s unclear whether the surviving spouse had been made aware of the negotiations to sell at all. Now it’s unclear what she may want to do with her half of the business. It’s a mess.

As strategic planners, we frequently engage attorneys or CPA’s, and sometimes counselors to help our clients. Helping clients avert the proverbial train wreck is common place in my role. We help businesses define the plays in the playbook, create new ones so that they win faster, and measure their success against a scoreboard of opportunities that lie ahead.

If you’ve never experienced any of these three situations, consider yourself lucky. If not, it may be time for us to talk further.

Columbo, the 1970’s classic TV detective character, was one of the best closers of all time. While he wasn’t employed as a sales professional, he was a master closer. It wasn’t getting people to sign on the bottom line that made him a great closer, it was his ability to get people to answer questions.

How it works

The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them. He would turn and start to walk away, and just when the suspect began to breathe a sigh of relief, Columbo would turn and say, “just one more thing.” The question or statement that followed that brief statement would always pack an incredible punch.

So what can sales professionals learn from Columbo? Plenty, and it all starts with “just one more thing.”

Example

Recently during one of my own challenging closes, as I began to walk away, a Columbo question popped into my mind, so I turned and said, “Just one more thing.” Then I asked, “If we sent someone over to sit by your side with you at your computer and walk you through the first step of this, would that be helpful?” The client’s sigh of relief was audible; they couldn’t sign my contract because they truly had no idea how to get me the technical files I would need to begin the project. But when I gave them a solution to move forward, saving face without having to figure it out them self, I closed the deal easily.

So what goes into a milestone?

• Every good milestone needs a descriptive name
• A date (to determine where it appears on your timeline)
• A high quality image (840 px x 400 px)
• A one-paragraph description
• and (if it serves your brand) a location

These milestones will appear as major landmarks on your Facebook timeline, cutting across both sides of the screen.

A critical element in brand development, is understanding your customers — their wants, needs and beliefs that drive their attitudes and actions. If done well, your brand will convey the company’s benefits that meet those needs.

Once this important information is gathered, it’s time to clearly define your unique selling propositions and messaging that effectively summarizes the brand benefits.

It is often helpful to work with a professional marketing firm to facilitate discussions and provide un-biased perspective. Marketing companies can also execute your new brand strategy, and help you develop brand assets including logos, symbols, colors, graphics and typography. Your brand may also include other attributes like audio, video, objects and physical environments.

Assure visual continuity by establishing brand standards and guidelines and determine where your brand should be incorporated and to what degree. Distribute this information within your company to ensure compliance and consistency across the entire organization.

Lastly, it’s important to monitor brand usage across all mediums and channels and determine ways to measure effectiveness. The integrity of your brand depends upon correct usage, and an assurance that it is accurately communicating your message to the right audiences.

Great ideas and great design must work in tandem to build great businesses. A strong brand in the right position embraces powerful ideas and creative excellence that forges strong relationships between the brand and its audiences.

If you have news that someone is safe, or are still waiting to hear for sure, both Google and the Red Cross have set up information sharing sites:

• http://google.org/personfinder/2013-boston-explosions/
• https://safeandwell-mobile.communityos.org/cms/

Both sites are operating under a heavy load, but are providing much needed information.

It’s time once again to consider the metaphors of baseball and how to apply them to business…and to life.

No one is perfect. Buster Posey, the National League’s Most Valuable Player, batted .336 in the 2012 regular season—better than anyone else in baseball. That means, for every 10 times he stepped up to bat, he made it to base just 3.3 times. He trudged back to the dug-out more often than he hit the ball. For this, he is acknowledged as outstanding.

Keep at it. The “Never Say Die and Don’t Whine While Not Saying It” Award goes to Barry Zito. (You football fans might think Alex Smith, but he took the high road for weeks while Barry trod it for years.)  Do your job. Do it to the best of your ability; no whining, no blaming. Work to improve. If you do,  your day will come. Until your day comes, you can hold your head up.

Together, we’re giant. Whoever the “we” is—your company, your work team, you and your clients, you and your family— you will develop synergy, expand creativity, experience more happiness by doing it together. The Giants’ slogan “Together, we’re giant” —meaning the team and the fans—is not just a sweet and clever slogan. Without fans, baseball ain’t much. The same can be said for anyone’s business.

Celebrate the wins. Watch any of the festive Home Opener ceremonies last week? Each ball club threw themselves a party — and did it before anything had yet happened.  So let’s all kick off each year, or quarter, or each project, with similar up-front confidence and optimism. And then more back-patting on completion. Finish up a project on time, on budget, for a smiling customer? Buy yourself a nifty ring. Or a panda hat.

Remember, you aren’t perfect and neither is every product or project you work on. But you can make them excellent. Celebrate that!

Go, Giants!

The next time someone expresses a reservation, ask if they have any other concerns. After all, you can’t formulate a complete response when you don’t even know all the questions.

Once you have the full list, you can recast yourself from adversary to ally as you work with your prospect to help them find ways to overcome their objections. If it seems like some other vendor would help clear a gate on the way to making the sale, suggest them.

You’ll still be clearing the course for your own sale - but you’ll also have demonstrated that the prospects needs come first.

For example, if mb/i were in the business of making websites less attractive, we’d probably produce a geocities-izer of our own.

If you can get your audience to scratch their head and wonder if you’re serious - you’ve won!  Just remember to clear up any confusion on April 2.  Better still, schedule a clarification to launch at 12:01 a.m.