How to Let the Sale Sell Itself #510

Do you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may have no problem demonstrating the product or describing the service. But when it comes to asking for the sale and doing so elegantly and not sounding pushy, that takes skill. But does it? What if we could get buyers to sell themselves? How can you let the sale unfold itself, that’s the topic for today.

Today’s Chapter: Let The Sale Sell Itself

Like a flashlight in the dark
The Master Seller sheds light on solutions.

By asking, the buyer reflects.
With reflection comes understanding.
With understanding comes awareness
and the decision to purchase.

Do you have the patience to wait
until the mud settles and the water is clear?
Can you hold still until events have unfolded?

When you act without expectation,
great things can be accomplished.

Today’s Story

During the sales call, Chris methodically explained all the features, describing them patiently, one by one. After a while, Lee’s questions slowed yet it was unclear where Lee stood. Chris was unsure how to proceed and looked over to catch Pat’s eye.

Pat looked at Lee and spoke up. “If I understand you correctly this solution will raise the quality of your product by 8% while cutting production time 50%. Right? What would you do with those savings?”

Lee paused, looked upward, and said “I guess we would use the savings to expand the new product line…” Lee then talked at length about the possibilities given the increased savings. It was soon clear Lee was ready to buy.

Pat closed the deal by saying, “I see what you mean, this solution really is a good fit. Do you want to get this started next week?”

With that said, the deal was closed.

Take Action Quote

The post-impressionist painter Paul Cezanne said, “Time and reflection change the sight little by little ’til we come to understand.” The same is true of prospects. Nurture their decision-making to reflect on the opportunity you provide. If it meets their needs, the buyers sell themselves. This is wu-wei, effortless action.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

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