Future tense close
Written by Jamie May
Stop thinking that ‘not now’ means no. Timing is one of the pillars of negotiation.
The future close is a negotiation that will be completed in the future, also called the ‘billing period’ or ‘the bill comes due’. There’s two versions of this technique, but both versions close on a future date.
Because of a trigger event
On an agreed date the negotiation takes place, for example you might put a future date on a contract, when signing up for an app have a clause that says you will start getting billed after a date.
Quite relevant now with end of financial year which is two huge trigger events.
- End of year budget surplus means money not being spent will reduce the budget for next year. I worked at a company where they hired a limo to drive me around for a few weeks just to burn off excess budget. This is really common when dealing with the government.
- New financial year, means new budget spend or freeing up capital.
It can take some maturity to keep your fingers out of the honey jar or to try to rush a negotiation. Just make sure you’re covered and not agreeing to work for free.
Future tense
Listen to your prospect talking about the negotiation and look for present/ past tense in their language.
Past tense usually means they are not going to buy, or they are not convinced, so you need to sell more before closing. This means they are thinking of a future without you in it. Don’t try closing the negotiation yet.
Future tense in their language usually means they are predicting a future with you in it, like working with you. So you can stop negotiating and attempt to close the deal.
My mystic powers tell me you are ready to buy
