Unlocking the Secrets to Closing the Sale

Selling Made Simple And Salesman Podcast

Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only to choke when it's time to seal the deal. Sound familiar?

Many reps leave money on the table because they wait until the very end before asking the big “will you buy?” question.

Talk about awkward! No wonder we avoid it. My buddy Sam would sweat bullets trying to close at the final sales meeting. But my other friend Walter takes a smoother approach by closing throughout the entire sales process. He asks micro-closing questions after each call to see if the prospect is ready to move forward. That way, there's no big scary finale – just a series of small commits.

Want to boost your commissions? Then get comfortable asking for the sale my friend! Sprinkle micro-closes throughout your calls. The more times they say “yes”, the likelier it is they'll say YES to that final purchase.

Stick around, as I'll share a the 3 simple steps to micro-close throughout the sales process.

Step #1: “Does It Make Sense To [X]?”

Alright, let's dive into the first step of micro-closing, which might just be the simplest tool in your sales toolkit.

Have you ever thought about just asking, “Does it make sense to [X]?” depending on what you're selling? This isn't just a question; it's your secret weapon. “Does it make sense for us to get this installed for you next week?” or “How about we jump on a call to sketch out a rough business case for your manager?” It's smooth, isn't it?

What's genius about this question is it's all about timing, not commitment. You're not cornering anyone; you're just checking if the stars align for a small step forward. If they hit you with a “no,” it's not about you; it's just not the right time. And that's your cue to figure out what needs to shift for the buyer to move forward.

Why does this ninja move work so well? First off, it drops the pressure. No one's expecting a laid-back question like that. You're updating the prospect on the process, nudging them to think logically about the next step without the emotional baggage of a hard sell. And here's the kicker: it's simple. It's about collaboration, not coercion. You're showing you care about being on the same page, building trust and rapport without even trying.

Now, if you're nodding along, thinking, “This could change the game,” you're right. But what if you get a “no”? Stick around because that's exactly what we're tackling next.

Step #2. “What Do We Need To Do To Move This Forward?”

Hit a “no” on your first micro-closing attempt? Don't sweat it. Remember, a “no” isn't a door slamming in your face; it's just a nudge towards a different path. So the prospect says, “Now's not the right time”? Perfect opportunity to pull out your next move.

Ask the question: “What do we need to do to move this forward?” This isn't just any question; it's like asking for directions when you're a bit lost. It's collaborative, not confrontational.

Your buyer is your co-pilot here, guiding you through their buying process. They haven't shut down the idea of buying; they're just not ready to take the leap. Yet. By asking for their opinion on what the next step should be, you're not guessing what they want; you're letting them lay down the roadmap. This way, you're not playing a guessing game; you're building a strategy together.

And if you want to notch up your game, sprinkle a little bit of social proof into your question. Something like, “I hear you. Company X was in the same boat and found that doing Y helped them immensely. Could that be a step we explore?” It's subtle, yet powerful. It shows you're listening, and it leverages the ‘follow the leader' instinct we all have.

Step #3. The Loop

Ever felt like you're running in circles with a buyer, getting “no” after “no”? Welcome to the final game-changer in our micro-closing saga: The Loop.

Here's the play: you start with, “Does it make sense to do X?” They say “no.” Cool, no panic. You pivot, “What about Y, then?” Another “no”? Alright, onto “Z sounds good, how about it?” Still no?

No problem, next you ask, “Alright, what do we need to do next to move this forward? ” It's like a dance, where every step, even a backstep, moves you forward.

This looping isn't just a trick; it's the art of staying in the game until you both agree on the next move that makes logical sense. It's about keeping the conversation flowing, avoiding that dreaded silence where leads vanish. Sure, it might feel like you're on a “no” train sometimes. But remember, each “no” is actually a step closer to “yes.” IThe sales process is a learning curve, for them and for you.

As we wrap up, remember, those final sales meeting jitters? They're a thing of the past with micro-closing. Each time you have micro-closed throughout the sales process, you've built up to this moment, making the final “yes” just part of the journey, rather than a bold leap of faith. You've been in sync with your buyer all along, turning potential stress into just another productive chat.

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