What’s In This Episode:
At the end of your sales meeting, how do you have the confidence to close?
“I never leave a meeting without a next step.” – Brad
Brad had a period early in his business where he went 27 meetings without closing. He spoke with a business coach who told him to go to four more meetings and figure out what went well, what went poorly, and what he needed to do differently. It was only at appointment four of four where he actually asked for what he wanted – and got the sale. He learned how to apply next steps to his meetings in order to close.
“I don’t want to have to wade through all your words to figure out what I’m buying; I just want to pay for you to fix it.” – Jill
Closing is different depending on the type of business you have. And if a prospect gives you “homework,” like a proposal, figure out what it is they’re questioning before you spend your time… and then leave without a sale. But people spend hours on proposals – which could be a sign that they’re not doing the same thing over and over again – but you also could be putting yourself in trouble in the process.
But if you’re giving your prospect a few things to do with the expectation that you can discuss in your next meeting and they don’t do it, it’s a sign that maybe you don’t need or want to work with them in the first place. As you get better at closing, you can afford to be selective.
How do you close with confidence? Listen in!»
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