6️⃣ 6 steps to closing a sales call
- John J D Munn
- Jul 30, 2024
- 3 min read
This is a truly excellent guide for first time closers, and a good refresher for seasoned pros. It covers the fundamentals
My favourite snippet from the article:
“Your job isn’t to “make them buy.” Your role is to empower them to make a buying decision and to get clear on their next steps—whatever that may be.”
Many people hate selling because they are doing it wrong. They try to convince people to buy. I like to approach things slightly differently.
I don’t try to sell anything, I simply listen to people’s problems then give them my honest advice on what they should do to solve those problems.
Sometimes it is that they should work with me because I truly believe I am the best option to help them, other times I point them in the direction of a different solution I think they’re better suited for. Either way, we both win.
I am there simply to help a client to become aware of what their options are, to give them clarity, to give them the confidence required to take whatever next step they need, to act in service of the client.
I really do tell people when I am not the right fit for them. This was just yesterday!
The 6 steps mentioned:
Step into your high-vibe self
Channel your best coffee talk
Lean in and listen
Share your offers
Get to a clear yes or no
Celebrate and honour
AI hasn’t quite mastered words in pictures yet. But you probably should sand your high-bive tall if you ask me.
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💡 Quote I'm pondering
"We fail more often because we solve the wrong problem than because we get the wrong solution to the right problem." – Russell L. Ackoff
Stanford last week, Wharton this week. Both with a similar takeaway, in my opinion. This quote ties in to my comments last week on getting your offer right, as well as both points this week.
I believe Forte’s primary mistake was that he spent his time solving the wrong problem, he optimsied for more buyers rather than extending their customer lifetime value.
The most common closing mistake I see from people is that they fail to address the customer’s emotions, or their deeper concern. The offer doesn’t only need to make sense logically, it needs to feel right. That is the problem that often needs solving.
I truly believe that one of the most important things we can do is to spend time to identify what the root causes are, what the objectives are, to identify the right problems to work on. Direction is more important than speed.
🔚 Last chance to get this month’s resource for referrals - you can earn my template “Easy Offers Summary Table” for referring somebody to Work Smart Wednesday before 2359 on July 31.
🎁 Receive rewards for referring your friends 🎁
📩 A genius table to clearly define, outline, and improve your offers. This template is not sold anywhere, and is only normally available to those that work with me 1:1. I rotate these templates monthly. This template is only available in July.
I shared this in my Work Smart Wednesday newsletter. Want the full set of related insights? You can read them here: https://worksmartwednesday.substack.com/p/work-smart-wednesday-july-31-2024
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