Get my free Sales Jumpstart Kit!<\/a><\/div>\n<\/div>\n\n\n\nTip #5: Preview when your prospect is going to make a decision.<\/h2>\n\n\n\n
This is as simple as saying something along the lines of, “Mr. or Mrs. Prospect, in our next call, we’re going to make a decision on which option is best for you. Does that timeline work for you?” By simply asking this question in the conversation before we’re going to ask for the sale, we’re giving our prospect enough headspace to actually process this question and look forward to that ask in the next conversation.<\/p>\n\n\n\n
This really connects back to tip number one, in that we are creating a lower stakes conversation and getting our ducks in a row. So that, that conversation, when we’re asking for the sale goes really smoothly.<\/p>\n\n\n\n
Tip #6: Offer to do something extra.<\/h2>\n\n\n\n
We love it when people go above and beyond for us, and it’s no different in sales conversations. If you really want to close somebody, make them an offer that’s too hard to refuse. Incentivize it for them. This could come in the form of offering them some swag, throwing their name into a giveaway that your company is offering or offering to talk to you manager to see if he or she could do something special for just them if they were too close their contract by the end of the week.<\/p>\n\n\n\n
By going the extra mile, you’re going to position yourself in their corner. And as a result, they’re going to feel more compelled to want to do business with you. What I did in our early days was I used to offer free trainings for our earliest customers on my own schedule. And I would do this simply because I wanted them to know that I was really, really invested in their longterm success on our platform and that they weren’t just a sale to me.<\/p>\n\n\n\n
Tip #7: Ask your prospects this one question.<\/h2>\n\n\n\n
I use this question whenever I want to take a prospect that I’m pretty confident in. And I feel like is 80% there, but I want to take them to 90% or above. And it goes something like this, “Mr. or Mrs. Prospect, is there anything that you’d like to discuss at this time that might be holding you back from taking next steps with us?”<\/p>\n\n\n\n
Here’s why this question is so powerful. In the case that the prospect realizes there is nothing holding them back, they are a green light for the closing conversation. In the case where the prospect realizes there is something holding them back, we’ve already primed them to give them the space to air out their concern or their objection prior to the actual closing conversation of when we would have asked for the sale.<\/p>\n\n\n\n
In other words, we’ve given them the permission and the okay that they can have an objection right now and that it’s not a big deal for either of us. It’s not a deal breaker. So as a result, they’re going to have more confidence in you as the salesperson, and also more confidence in your company and being able to meet their need or concern since you’re giving them that platform to actually work through all of their potential challenges or objections to purchasing your product or service.<\/p>\n\n\n\n
Every time I asked this question, it would work like magic. And the reason why was because by that point in time, my prospect had done a discovery call with me. They had assessed their options in terms of what was best for them. They had also communicated with me what their decision-making process was and what their timeline was. So that by the time I was ready to close them, they had actually already closed themselves.<\/p>\n\n\n\n
Big takeaways<\/h2>\n\n\n\n
There are two things I want you to remember from this article:<\/p>\n\n\n\n
- The first one is you have to work hard to get the scoop of where your prospect is at. That is the number one step when it comes to improving your closing rates. <\/li>
- The second thing to remember is that magical question, “Mr. or Mrs. Prospect, is there anything that you’d like to talk about that’s holding us back from taking the next step?<\/li><\/ol>\n\n\n\n
If you found this article helpful, be sure to check out my YouTube channel<\/a> to get new videos every single week I\u2019ll help take you from zero to self-starter as you grow your business, get more customers, and hone your business acumen. Also, feel free to share this with anybody that you think might benefit from learning these easy sales closing tips.<\/p>\n\n\n\n