The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
10 questions to turn "maybe" into "yes"
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Hello Reader, You know how when you reach towards the end of the sales cycle… And you know you need to close the deal. But… You’re not quite sure how to do that. You find yourself trapped in concern about what to say or ask, so you don’t mess up and lose the sale. Then you start overthinking it all, and possibly, lose some confidence. When you lose that confidence, is when the close gets fumbled. And even worse, you may also mess up the chance to lay a foundation to work together in the future. Now, what you need to remember is, if you’ve done the work to build value, understand the buyer, and solve their problem… Then you deserve to ask for the sale. But you need the correct language. Remember, the whole point is to make the pain of inaction greater than the pain of change. People rarely move until staying stuck becomes more uncomfortable than taking action. Help them see it. So, with that being said, here are 10 closing phrases that help buyers make a confident decision, and help you avoid the dreaded “I’ll get back to you”… So, your challenge this week, is to pick 2 or 3 of these and test them. Because when you can ask for the sale with confidence and care… That’s when your close rate climbs. Goodluck! James |
James White
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
Hello Reader, Imagine if every buyer just said, "I'm ready. Send me the contract." It would make our jobs a lot easier. But we know that in reality, buyers rarely come out and say it directly. Instead, they signal it. Often without even realising they’re doing it. And if you know how to spot these signals, you can move the deal forward naturally… Without pushing or guessing. Miss them? You risk stalling deals that were ready to close. Here’s what to look for: 1. Verbal Signals Listen...
Hello Reader, We’ve all been there. You spend hours crafting the perfect proposal. You hit “send” with high hopes. And then… silence. No response. No questions. No deal. The truth? Most proposals fail because they’re written from the seller’s perspective… not the buyer’s. So, I wanted to talk to you about fixing that, using a simple framework I call The SOLVER Method. It’s a 6-step structure that’s helped me, my clients, and sales teams across the UK turn more proposals into yeses, especially...
Hello Reader, Let me take you to a moment every salesperson knows. You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged. You're thinking:“This is going well.”But you don’t want to push.You don’t want to come across as too eager.So you carry on talking. Explaining. “Adding value.” And before you know it…The moment passes.The prospect cools off.They say they’ll “think about it.”And the deal dies a slow, painful death. What happened?You missed...