Today's question was on how to close the sale.
What are the actual steps to really closing a sale?
One of the things in the Sales Insights Method
that we really focus on is having a simple
and repeatable process,
but nothing really that crazy.
I just want to walk you through,
what are the key steps that we look to
in terms of actually closing the deal?
And one thing on how to actually close
is that we've got to remember
the key thing is, start strong,
end strong.
If you're starting your conversation off in a way
that's not very strong, you're not going to close the deal.
Having said that, let's dive into,
what are the actual three steps to closing?
The first piece that we want to get right
is that we want to understand a prospect's concerns.
I think there's a tendency to really avoid
prospects' concerns and we see this all the time
with a lot of salespeople is that there's,
we're almost afraid of seeing prospects' concerns
and we want to avoid them at all costs.
But what we really want to do is embrace concerns.
We want to get everything out on the table.
The more you can ask questions like,
"So what do you feel like are your central concerns
in our conversation at this point?"
"What are the reservations that you feel at this point?"
The more we can get those out,
the better off we're going to be.
Just really understanding those concerns
is absolutely mission, mission critical.
And then the next step is that we want to gauge
where the prospect is at.
We want to basically take their temperature.
It really is understanding,
basically, on a one to 10 scale, where a prospect is.
"On a one to 10 scale,
one being that we're completely on different pages,
10 being that we're ready to move forward,
where do you feel like you are?"
The one to 10 scale is one of the lowest pressure ways
that we can really get specific feedback
on what the prospect's really thinking,
and that's the value of really gauging
where that prospect is.
And then once they actually give us a number,
what we then have to do is dig, dig, and dig.
This is just so big to just go so much deeper
than any other salesperson is out there.
The more you can really dig into where the prospect feels
like they are, the more you're going to,
we almost want to think of prospects as like icebergs
in the water.
And most of what our prospects are showing us
is in the top of the iceberg,
but where do we really want to get to?
We want to get to all the way deep down below.
The deeper we can get, the more likely we are
to actually close that deal.
Understanding what's really going on
through asking spontaneous questions
and everything like that is really key.
Then, the last part we really want to understand is next.
One thing in the Sales Insights Method
that's really, I think, distinct about our approach
is that we're not going for this really hardcore close.
Instead, what we really want to make sure
is that we have next steps in place.
Obviously, there are some situations
where some people are in true one-call close scenarios,
but for the most part, most salespeople are not
in one-call close situations.
There really are a number of steps
and there are going to be other people,
there are other committees.
Understanding what those steps look like
and more importantly,
what that process is going to look like
and then really helping to just make sure
that we lock in those next steps.
Looks like look in.
We want to lock in next steps.
Get something in the calendar.
First, we're going to understand, basically,
"What would you like to do next?"
really understand where their head's at,
and then lock in those next steps.
By using the three keys here, again,
first, we want to understand their concerns.
One is concerns, two is gauge,
and then three is next.
By taking prospects through this process
and really taking your time at this point,
there's no rush here,
then we start to really essentially put almost
like the trains on the train track,
and that's really the key to consistently
and effectively closing sales every single time.
And again, the goal is not to close every single sale.
The goal is to close the right sales
as consistently as possible.
(light music)
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