Are your sales conversations leading to endless meetings with no progress? Discover how focusing on guiding prospects through decision points can transform your sales closing methods.
Good Salespeople Get a Decision
Many times, salespeople make the mistake of trying to get a prospect to say "yes" too early in the process. But a great salesperson is good at getting a prospect to just make a decision at the end of a conversation. In this video, sales consultant Aaron Prickel explains why getting a prospect to make a decision - not the final decision - should be the ultimate goal. This process will help you move the sales process along and you'll find a better result.
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Video Transcript
A great salesperson is someone who is able to get decisions quickly.
Notice, I just said decisions, not yeses.
Because I can't force you to say yes. I'm not going to.
But I want to know when I can get out. And I don't want to be strung along.
A great salesperson is phenomenal at getting customers to make decisions. So, let's look at the struggle that many sales professionals face.
One is they get caught in hamster selling. Hamster selling is when you have meeting after meeting after meeting, and they end up in the same spot at the end of every meeting. Ultimately, no decision has been made.
The other struggle is when sales professionals make it about getting the final decision of yes too early. A classic example is, “Hey, Mr. or Mrs. Prospect, do you believe this is something you'd be interested in?”
And this happens in a conversation two minutes in. How do they know?
But look at the difference between whether this is something you'd be interested in and whether it is worthwhile for you to explore further. It's still a decision, but it's not the ultimate decision. So, when you're in your conversations with prospects, it's not about the final yes/no.
Whether you're in a two-call, one-month sale, two-day sale, or an 18-, 24-, or 36-month multimillion-dollar project, that process has many decision points. So always keep in mind that as long as decisions are being made at the end of every conversation and they're helping progress the sale along, you'll find a better result.
