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Three Words to Make the Perfect Close
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Imagine one day you’re selling fences, making a decent living. You suddenly take up a hobby of grabbing cool photos online and sharing hilarious memes on social media. Next thing you know, you’ve got close to a million followers, are being offered thousands per month to promote random brands, and end up leaving your sales job at the end of that year. That’s George Reisch’s story. The cool part? He credits his sales job for giving him the security he needed to pursue his dreams!
In Today’s Jam
Sales Tip of the Day: Follow-up is Key 🗝️
The Sales Lab: The Perfect Way to Close
Weekly Poll
Sales Q&A: What’s Your Closing Technique?
Quota Raising Your Blood Pressure? Do this
Today’s Story & a Sales Scene
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The Sales Lab🔬: 3 Words to Make the Perfect Close
Sellers have been clamoring for the perfect way to close for ages. You’ve talked the talk, demoed the product, and everything’s gone smoothly – so far.
Now it’s time to close the show.
What do you say?
Also, what kind of close are we talking about? Are you closing the actual sale or a meeting?
CEO and Author, James Muir, wrote a book about this exact thing called “The Perfect Close”. His solution to this age-long dilemma is surprisingly simple and powerful, so much so, you may not quite believe it at first.
Sure, sales professionals are meant to take charge, in some sense, and play the role of advisors. But ‘taking charge’ can look like a few different things. Some sellers may see this as holding the prospect’s hand and figuratively walking them to the water, and making them drink. Muir suggests the opposite.
Instead, once the demo and Q&A are all done with, simply say these words to the prospect:
“Does it make sense to [insert next step]?”
One of two things happens next:
The prospect says “Yes”, and if they do, great.
The prospect says “no”.
If the answer is “no”, you now have the opportunity to put the onus on them. Simply ask: “What do you suggest the next steps should be?”
It’s important to acknowledge that the days of pressuring prospects are long gone.
People are savvy about products now and are surrounded by countless resources to stay informed throughout the buyer’s journey. Muir’s approach is powerful because it’s professional, assertive, and all while (on the surface level), placing the prospect in the driver’s seat.
Don’t Be Afraid to Get Creative
Muir’s suggestion isn’t set in stone. Try moving words around a bit to figure something out that suits your personality and style.
Alternatives like “Okay, I’ll go ahead and do [next steps]. Does this sound good?” and “I think it’s time we did [next steps]. Sounds fair?” are both acceptable replacements.
What's your current role? |
It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
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Game Changers of the week🔥
Calling All Sellers to the Sales Success Summit
The Sales Success Summit returns in October for those looking for an opportunity to network with some of the top sellers in the country. All presentations feature (only) top 1% sellers. Which means there’s a lot for you to learn.
The 4 Rules For Hiring Elite Salespeople
Sales leader, Nigel Green hops on the The Sales Gravy Podcast where he reveals that The Sales Gravy Podcast where he reveals that the only skill a sales leader needs is the ability to hire elite salespeople. Makes sense if you think about it. Wait til you hear the four rules for selecting the creme de la creme.
Listen: Apple Podcasts | Spotify | YouTube
Quota Raising Your Blood Pressure? Do This
Struggling with how to explain to your boss that your quota is not just challenging but it’s flat-out impossible? Don’t argue. This is a quick breakdown of how to frame your case, detailing the issues step-by-step, and working out a solution that makes both of you happy.
It’s Time to Put Some Panache in the Customer Journey
Only 16% of marketers believe outbound strategies offer more high-quality leads (ironpaper).
Translation: Print ads and similar outbound tactics are becoming dated. Consider doubling down, and further tailoring inbound strategies to gather stronger leads. Of course, getting a tad more creative might work wonders for your outbound efforts, too.
75% of B2B buyers prefer a rep-free experience but 43% of those buyers come down with a bad case of buyer’s remorse (Gartner).
Translation: Buyers may prefer self-service products, but the customer experience needs to be optimized to guarantee customer satisfaction. There’s also the chance of buyers not fully understanding their challenges, and while they prefer self-service products, they may need a sales rep to help figure things out.
35% of B2B decision makers are willing to spend over $500,000 or more on single interaction on remote or self-service channels (McKinsey)
Translation: Failure to optimize the customer journey is a big risk. In this case, it may cost you a commission on projects that are above-average deal size.
61% of companies planned to increase technology spending in 2024 (Gartner)
Translation: If we take a look at the current climate and the booming popularity of technology, it’s safe to say this trend will likely gain momentum in 2025.
Today’s Story
Sales Scene of the Week🎬
Are your meetings like this?
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