Are You a Post Meeting Closer?

You put a lot of preparation into your meetings – as you should! But what if a conversation after the meeting was the real differentiator?

Next time you’ve got a deal on the line, try the post-meeting close by doing this 👇🏻

Take the Initiative

As the meeting is coming to a close, do the usual summary. Discuss next steps and action items. But ask the prospect (ideally the decision maker) if they have an extra 5 minutes to stay on the call. Chances are they will say ‘yes’, assuming you knocked it out of the park during the meeting.

Be Thorough

Take the first minute in the post-call to pick their brain a bit. Ask questions like:

• Did we answer all your concerns? 

• Was there anything I may have missed in my presentation?

Even better, if you remember a pressing pain point or fear they mentioned in a previous conversation or even something they expressed on social media in the past, you can play off of that:

• You know, I remember at X time, you had mentioned Y thing. Would you say that the presentation cleared that up for you?

Depending on the overall flow of the conversation (remember, prospects aren’t a monolith even if they fit your ICP), you can ask:

• How do you think the meeting went?

The goal here is to ask questions and get them talking.

A Strong Post Meeting Close

The best way to end this post-meeting is with a personal approach. The business aspects should be thorough to ensure that you’ve dotted all your I’s and crossed your T’s. Action items are in place, and you’ve established yourself as an expert and advisor. Now, switch to a personal tone: 

• It was great talking to you, Bob. I’m looking forward to doing [next immediate step]. By the way, how are you doing?

Even more powerful is if you are familiar with them outside of work, then you can venture into something a little more personal without getting weird:

• How’d the trip go with the wife?

Or to play it super safe, reach for something their company recently accomplished, or launched, or a conference they recently held, and ask about that:

• I saw on LinkedIn you guys did X thing. It looked great from where I’m standing. How’s that been working out for you?

Not only will they feel confident in your expertise because of how you started, but they will also feel understood because of the way you closed the show.

Sales Q&A

What’s Your Best Closing Techniques to Get Signed Contracts

Read more here.

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