I always get asked, “What’s a good technique to close more deals?” Actually, it’s pretty straightforward. You can close more sales opportunities when the prospect can tell you:
- Why they need to make a change.
- What they’ve done up to now to fix or improve.
- Why right now makes sense.
- What happens if they don’t make the change.
- What happens if they do.
As you ask the questions, you need to completely detach from labeling any answers as positive or negative. Avoid emotional extremes during the conversation. Remove your need to make the sale. Once you’ve established a neutral and objective mindset and you have a clear understanding of the answers to the above questions, then it’s time to ask for their business.
Pretty straightforward – right?