Requirements Close

Technique

Ask them to write down exactly what they want. Then promise to deliver this in return for the sale. If they have already written down what they want, then use this document.

You may need to negotiate on this document to ensure you can to reasonably deliver what they are requiring.

Examples

Can we talk about exactly what you want? ... Yes, that's good, let's make a note ... Hmm, can we change that a bit? ... Now, if we can find a way deliver this, it'll be ideal, won't it?

Have you got a list of what you want? ... Great, and we can get this delivered to you tomorrow -- is that OK?

How it works

When you ask them what they want, they will typically treat this as an open conversation. If you write it down then you can act assumptively that this is a formal requirement which constitutes an order.

Writing the requirements in a formal way helps frame the document as a contractual requirement rather than an informal list of desires.

As necessary, you can check that this is all that they require and revise the written requirements as necessary. This can help to solidify their need and bind them into the process. The more engagement they can be drawn into, the greater their commitment will be.

Writing the requirements in a formal way helps frame the document as a contractual requirement rather than an informal list of desires.