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, You know the “hot” deal that’s been sitting in your pipeline for weeks.You thought it was in the bag. Positive meeting. Good signs.But suddenly… nothing. They ghosted.You chased.They stalled. And you’re left wondering… “What went wrong?” The reality is that it’s probably not that they didn’t like your product.It’s that you didn’t help them decide. Because every real deal has to pass 3 brutal questions: 1. Why do they have to buy?This one’s pretty simple - why people buy boils...
Hello Reader, You know the feeling when you close the deal? They said yes.Maybe you shook hands.The email confirmation came in.You even treated your family to a little celebration dinner, because you earned it. Then, a day later… “Hi… I’ve had a think. I don’t want to go ahead anymore.” And just like that, the excitement’s gone. The champagne bubbles feel a bit flat. And you’re left with that sinking feeling that only buyer’s remorse can cause. It’s one of the most painful experiences. You...
Hello Reader, Have you ever read posts, watched a video, or heard some advice, along the lines of…“Use positive language to put your prospect in the habit of saying yes.” This is meant to get them in the habit of saying yes, so it’s easier for them to agree to sign with you. But that isn’t always the case.Because what if I told you that there’s a hidden power in the word “no” as well? For example, imagine if you asked the question:“It sounds like you want to stay where you are right now?”...