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🔐 Closing
Closing Doesn’t Matter
You won’t get married because your proposal was amazing.
In fact, you’ll get a yes if the proposal sucks, as long as you’ve done the rest right.
If you’ve followed the Call Structure and (Dis)Qualification process you now have a solid problem and a willingness to fix it.
All you have to do is reduce the chances you trigger resistance now.
Infographic
Detailed process below
Summary
The summary is crucial as it shows the prospect you listened.
Imagine you’re telling detailed issues of your problems to someone and they just go:
Great, wanna chat about it?
Summarise the various things they mentioned.
Feel free not to summarise perfectly to add some emotions still.
E.g.:
Prospect: The sales team is performing adequately.
You: You mentioned earlier the sales team is doing really well.
This will test if the prospect really meant what they said.
And will drive emotions up.
Before you ask for the meeting, always ask one of these:
- How does this all make you feel?
- Have you given up trying to fix this?
- Have you accepted this is the way things are?
Hopefully, the prospect expresses their frustration and willingness to fix the issue
You can then finally ask for the meeting.
Closing
Closing is not an art.
If you’ve done the rest well, you won’t struggle now.
If you’ve done things well, the prospect will have barely realised this is a cold call.
They will have been focused on themselves and their problems.
Avoid reminding them by using the words:
- Meeting
- Calendar
- Demo
- Discovery
- Etc.
Instead, ask:
- Based on our discussion, I’m still not 100% sure we can fix the problem. Would you be against having a sit down to dig deeper?
- Would it be a bad idea to set some time aside and discuss this further?
- How about we take a deeper look, and if you think I don’t know what I’m talking about by the end, we can leave it there?
Use the negative frame.
Prospects are tired of being driven down an endless Yes question tunnel.
Saying NO makes people feel safe and powerful.
Phrase it negatively.
Secure the Close
Your job is not yet done.
Once they book the meeting, secure they’ll attend.
My go-to is:
I have limited availability, so rescheduling is difficult. Is there any reason you may not be able to attend?
You can also be humorous about it:
On a scale of 1 to 10, 1 being you’ll buy before the meeting and 10 being you’ll go in Witness Protection, how likely are you to attend the meeting?
This is the last chance for the prospect to come up with any issues.
Asking this extra question will increase meeting attendance.
Pre-meeting Process:
- Schedule a call in your calendar 24 hours before to confirm attendance
- Send an SMS or WhatsApp the morning of the meeting
You’re done!
Feel free to check out the other topics.
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