Tom demonstrates the Napkin Close with a high capacity prospect that is already invested in the organization.
Key Learning Points:
When going after a high number, such as $10M, layout a pyramid funding plan with the prospect in a template such as – 1 @ 2M, 2 @ $1M, 4 @ $500k.
If the prospect is already invested and a champion for your cause, ask the questions, “Would it be possible for you to take the lead on this effort?” or, “Where do you see yourself on this pyramid?”
