The 5 Most Dangerous Words in Sales
True story…my client Jack just closed the biggest sale of his life.
But 3 months ago, he was struggling with the 5 most dangerous words in sales.
After he closed this massive deal, he called me up and reminded me of our first meeting 3 months ago:
“I was pounding my fist on the arm of my chair while we were talking on Zoom. I was saying:
“It keeps happening! I show ‘em how my software can help them make more money and they tell me they like it. They agree with me that it’s a perfect solution. Then they tell me they just want to think it over, or talk to their partner, or sleep on it. And then they disappear!”
Jack said, “I wish I could have seen my face when you showed me the Prospect’s 4-Step Buying Process:
Prospect Shares a little bit of information and asks about price
Prospect Gathers information (also known as “gets free consulting”)
Prospect Says nice things and gets rid of me (and often sends my stuff to someone else to price, even though no other product does what mine does)
And then they Disappear…
“It’s so funny that I do that to other people… WHY DIDN’T I SEE IT HAPPENING TO ME?” he asked.
Good question, Jack.
The problem was NOT that Jack was getting stalled.
👉🏻 The problem was that he had given his prospect all of the control of the sales process. 👈🏻
By the time Jack got around to trying to close, his prospect had all of his information and could do whatever she wanted!
He had fallen for the 5 most dangerous words in sales…
Are you ready for them?
Here they are…
“I want to think it over.”
Jack realized that unwittingly following the Prospect’s system had probably cost him multiple hundreds of thousands of dollars in wasted time, money left on the table, and lost deals that he should have closed.
In order to help Jack keep control and stop doing free consulting, I showed him how to make his sales process completely transparent to his prospect.
How to maintain control of a sales conversation (DO THIS) 👇🏻
At the beginning of the meeting, he and his prospect should agree to tell each other “No” if they weren’t sure they should work together.
They should also give each other permission to tell each other “Yes,” but only if they were both completely comfortable.
At that point, assuming everyone is in agreement, Jack should make a suggestion of what “Yes” at the end typically meant. In his case, an ideal outcome was for the prospect to sign the contract and give him a down payment of 20% to get started.
If, by the end of the call, the prospect wasn’t sure she was ready to sign the contract and give him a deposit, then Jack would call it a “No.”
No pressure. No BS.
So, Jack went out and did just that in his next prospect meeting.
Not only did she agree to the terms of the meeting at the beginning of the meeting, but also signed the contract and gave him a check at the end.
Jack said, “What’s crazy is that she thanked me for being so straight forward and not putting any pressure on her. It built trust to have all my cards on the table.”
He told me he got a 20x return on his investment with me from that one deal.
20x! That’s pretty strong.
I won’t promise you a 1-deal 20x return on your investment with me like Jack got.
Jack’s situation was an outlier.
But, if we do decide to work together, I will show you how to:
Quickly disqualify deals with time wasters and tire kickers
How to close the right deals faster than you ever imagined and at better margin than you thought possible
How to build healthy business relationships with your clients that your competitors will envy.
Ready to cut out that BS between you and your Prospect so you can close bigger, more lucrative deals and make more money in a lot less time?
Let’s have a No BS Conversation to see if I'm the right fit to help you get better at the skill that feeds your family.
Bringing Honesty, Transparency, and Selflessness to Business.
Want to find out how I can help?
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