Closing business isn’t THAT hard

Traditional sales gurus posit you must always ask for the business, but TOP 10% sellers know it’s a bit trickier than that. (As if it were that easy…!)

Pushing an opportunity toward close requires numerous successful actions and moves on your part, but none is more critical than addressing objections and obstacles throughout the opp’s lifecycle.

To excel as a closer, you need to be adept at probing for buyer resistance every time you interact with them.

Focus on obtaining incremental green lights, and your closing will improve.

In your brain, replace the word "closing" with "qualifying," and you’re on your way to better close rates.

Starting today, ask direct qualifying questions in your buyer meetings about their opinions toward doing a deal.

Top-of-funnel qualifying looks like this: "At this early stage in our discussions, what do you anticipate to be an issue between what you need and what you know about our offering so far?"

Mid- to late-funnel qualifying looks like this: "What is preventing us from moving closer to a deal?"

And this always works: "I don’t want to waste your time, so tell me what hard obstacles stand in your way from doing a deal?"

As obnoxious as Ben Affleck’s character is in this R-rated clip from Boiler Room, he’s somewhat right with his approach when it comes to urgency.

Marry frequent qualifying with urgency, and you’ll be deadly.