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How to Get Buyers to Close Themselves #523
Do you struggle to close deals? Next to getting a sales appointment, closing is the second most difficult task when selling. Some think closing a deal and getting the prospect to put their name on the dotted line is a monumental task. You commonly hear that it takes an assertive winner-takes-all attitude to be successful in sales. But that’s not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC, Always Be Closing. Because if you start off on the right foot, with the intention to help your prospects, you’ll advance the sale by patiently with every answer to every question the buyer asks. Eventually, buyers close themselves. This is Wu-wei in action. That’s the topic for today.
Today’s Chapter: Advancing the Close
The Master Seller is curious.
With each question comes an answer.
With each answer, the water clears.
Step by step the sale advances.
Slowly both buyer and seller find common ground.
The impatient seller turns weak.
They lose their power when they lose connection
with the Tao of Sales Babble.
Deals evaporate like steam in the air.
The Master Seller does what needs doing
and does no more.
They work not for their benefit
but that of the buyer.
Today’s Story
Lee listened attentively to the presentation as Chris walked through Lee’s list of wants, needs, and company desires. Chris explained how their product addressed each item on the list. There was a lot of back and forth during the conversation. By the end of the sales call, both parties better understood the issues and potential solutions.
As the conversation wound down, Pat kept waiting, and waiting, for Chris to close the deal. Soon it would be too late.
Pat spoke up. “From what I understand, it sounds like we’ve addressed most of your needs, correct?”
Lee nodded. “Yes, except for the x.2 feature. You said that would be available first quarter of next year, right?”
“That’s right. But it sounds like you don’t need it right now, right?”
“Correct.”
Pat went on. “So it sounds like if you installed our product into your facility, it would solve most of your needs, right?”
“Yes. It does seem so.” agreed Lee.
Chris sat quietly, following the conversation like it was a tennis match.
Pat went on. “So if we wanted to start the rollout next month, who would take the lead in your facility?”
Lee paused, looked up to the right, and said, “Oh, that would be Sam.”
“Great,” said Pat. And then, with effortless action, the conversation turned to the contract, pricing, and schedule. The exchange flowed naturally and without a hard yes, the deal was won.
Afterward, Chris spoke, “Thanks Pat for kicking off the close. I couldn’t figure out how to get started. I appreciate your help.”
“No problem,” said Pat. “It’s easy when you start the sale off the right foot. You answered all their questions and had already talked about schedule and pricing. All we needed was for them to agree to get started. The buyer closed themselves.”
Take Action Quote
It’s wrong thinking to believe sellers talk prospects into buying.
Lao Tzu wrote, “Those who use the Tao to advise the ruler, do not dominate the world with soldiers. Such methods backfire. The Master does their job and stops.” (TTC #30)
Selling isn’t a competition but instead a collaborative partnership. Each answered question advances you closer to understanding if you can help your prospect. Closing isn’t about memorizing scripts and tricking people into saying yes. Closing is about advancing closer to a solution that works for both the buyer and seller.
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
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. 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. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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