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Calendar Close
Disciplines > Sales > Closing techniques > Calendar Close Technique | How it works | See also
TechniqueIf they are not ready to close now, agree a future date when you can meet to discuss further. This at least keeps the deal alive and you return to fight another day. It may also be just what you are seeking to take you to the next step in the deal strategy. Putting dates in the diary may also be an assumptive method, assuming that closure has taken place and that it is just a matter of when. Examples
How it worksPutting a date in the diary is easy for the other person, and may be agreed as an exchange for you not pressing further for a close now. Dates in the diary also get them thinking about the future, which may be a good thing as this attention will then keep them engaged in your subject-matter. See alsoAssumption principle, Attention principle
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