So often, salespeople are focused on getting the “yes” - getting the most “yes”s to close, getting to “yes” as quickly as possible, and having a high ratio of “yes” answers as compared to “no” answers. But to be a truly effective salesperson, and to sell consultatively, the goal should be to help facilitate the decision for your prospect, not to get to “yes.”
Closing the Sale is Not About Getting to “Yes”
Closing the sale is about getting decisions. Therefore, your role is to be a good decision making facilitator. With this approach, you do not have to be someone who gets lots of “yes”s but you do have to approach meetings with the idea that your role is to make sure this is a perfect fit and makes sense for both the prospect and for you.
Change Your Focus to Getting Good Decisions
Help your prospect walk through the decision making process, making sure that they understand the criteria that would make you a good fit (a “yes”), and the things that would make the partnership a bad idea (a “no”) for that stage of the sales process. The goal is for both you and your prospect to see that your product or service makes sense for them to buy and for you to sell to them.
If you approach the selling process from the perspective that your goal is getting the right decisions throughout - not getting a “yes" as quickly as possible - your prospect does not feel pressure. This way, the prospect sees you as helpful, consultative, and focused on them. When it comes time to close the sale, your prospect will be ready, willing, and able to say “yes.”
Connect with a Lushin coach for the tools and process to implement more effective sales closing techniques.
Connect with Brian Kavicky
For 25 years, Lushin has guided business leaders toward intentional, predictable growth.
