9/5/2024-Better closing? Qualify better

According to CSO Insights, 61% of surveyed salespeople feel they’re "good" at identifying customers’ pain points. (The other 39% need to subscribe to this newsletter…eh?!)

If you don’t understand "where it hurts," you can’t prescribe those good meds you’re hawking.

But how do you learn what you need about the customer when you get a meeting once every blue moon?

…well that ain’t gonna change…so you gotta change.

Focus on improved interaction efficiency: ask better and specific questions…early in the funnel.

Today, focus on asking about objections and client needs in your customer meetings.

First, focus on needs analysis by asking questions that help you connect the dots between their problems and your value. Try this: "How much does our value prop help you with your primary goals?"

Next, ask an objection-surfacing question. How about this: "What is currently preventing you from moving this deal forward?"

Straighten the spine today and ask direct, specific questions that get you closer to closing.

Watch real estate agent Carolyn Burnham, brilliantly portrayed by Annette Bening, psyche herself up to close a house in this clip from American Beauty.

If it were as simple as repeating, "I will close this deal today", then everyone would close business quickly and effortlessly.

Your customer interaction time is sacred, make the most of it by being direct.