Do you want to learn how to close more deals? If your business makes money by selling a product or service, your ultimate goal is to close more sales. And I have the secret sauce.
To be successful at closing, you need to follow a recipe like baking a cake. You can’t bake a cake and leave out an ingredient and expect to have a great cake. You need ALL the ingredients.
I’m excited about sharing this with you because I have spent twenty years learning and selling. I want to help you avoid all the trials and heartaches I had to figure out the hard way to maximize my conversion rates. So let me break down those ingredients for you today.
((Listen to the Podcast below))
#1 Confidence to Close More Deals
The first ingredient is confidence. You need to have confidence in your product or service. This takes believing that your product or service works. Will it help the person you are talking to?
You will figure this out at the beginning of the sales conversation. This is where you will be building the relationship. As you ask questions, you collect enough information to determine if what you are selling will work for that person.
- Is the person interested?
- Does the person want it?
- Can the person buy it?
You also need confidence as an individual. This will help you sound professional, like you know what you are talking about. Confidence will help you from stumbling on your words and talking too much. Here are 10 Things You Can Do to Boost Self-Confidence as an Entrepreneur.
The First Person to Speak Loses
After you ask for the close, you need to shut up. What ends up happening is there is an awkward pause. We, as humans, have to fill that void of silence by talking. That is when we say stupid things. Such as:
- But if you don’t want to, we’ll still be friends
- If it isn’t the right time, don’t worry about it
Because when you go in for the close, you’ve got to be confident. Just stay there and absorb the awkward silence. When you let them talk first, they’re either going to say yes, no, or they’re going to ask more questions.
All of those are good things. If they say yes, cool, they’re buying.
If they have questions, it means they’re interested. When they are interested, then you know you have a serious buyer.
And if they say no, that’s OK. Most people do. It’s a defense mechanism that we all use to avoid being taken advantage of. So when they say no, you ask more questions to see what is preventing them from buying now.
This is how you overcome objections.
#2 Transitioning to the Close
Now, the next ingredient to closing more deals is transitions. You don’t want to just go from asking them about their favorite sports team to “Do you want to buy xyz?” You need to transition from building the relationship to talking about your product or service. Then, transition again into the close.
The best way to transition is to use tie-down questions. A tie down question is where you ask someone a question to make sure they are a good fit. Most of the time, you already know the answer is yes, but you are confirming with that person.
This helps you to create a pattern of yes responses. And it helps you transition into a yes in the close. I cover tie down questions thoroughly in this blog: Overcoming Objections with Tie Down Questions.
#3 Closing Question
Finally, the third ingredient to the closing recipe is a legitimate good closing question. And this is something that you want to practice and find out what works and what doesn’t work.
What you want to do is write it out and practice it repeatedly. Because a lot of times, people get to the close and get that, “um, I was wondering,” and you want to get rid of that by practicing it.
So whatever your closing question is, repeat it to yourself in the mirror. Watch your facial expressions as you’re saying it. Try speaking with a smile at all times because you can hear the different voice tones that you have simply by smiling. And when you don’t smile, you can totally hear that, too.
There are many different closing techniques such as:
- Assumptive close
- Wrap their head around their neck rope close
- Headlock close
It is more about the closing technique than it is about the actual question you will ask. To help you with closing more deals, get my Top 5 Favorite Closing Questions Free Guide.
Additional Resources to Close More Deals
These are the three main ingredients to close more deals. Do you have a go-to ingredient in your closing conversation? Share it in the comments below.
Here are additional resources to help you with sales:
- How to Become a High Ticket Closer
- Close the Sale with this 4-Step Sales Process
- 4 Critical Pieces to the Sales Call Process
- How to Increase Sales
- 3 Ways to Crush Your Next Sales Conversation
Watch the Youtube video where I go into greater detail with examples: