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Want to close more deals? Stop guessing and get a bulletproof process. I hate the total focus most sales training puts on closing. But you have to close, so here’s my take… Most reps wing it at the finish line. Either too hesitant to ask for the sale Or they rush through without listening. Enterprise buyers?need to see a clear path. ? Without a solid close, you leave money on the table. Prospects get cold feet, push timelines, or stall. They’re not ready to commit Because they can’t see the finish line. Every unclear step is a chance for them to delay. Here’s a winning close framework: 1. Summarise the Value Recap the biggest benefits, tying each to their goals. Reinforce the ROI, get specific about how you save them time or make them money. 2. Use Test Closes Check their readiness with soft asks like, “How does this solution align with your goals?” Surface objections now and address them head-on. 3. Create a Timeline Show the implementation roadmap, outlining key milestones. Make it crystal clear how soon they’ll see results if they start today. 4. Get Direct Don’t dance around it. Ask confidently, “Are you ready to move forward?” Direct language shows you believe in your solution. 5. Highlight Post-Sale Support Explain how your team will be there from Day 1 to ensure success. They’re not just buying a product; they’re investing in a partner. ? What You Actually Do (WYAD) Close at their pace, but don’t be afraid to push Don’t leave your customer hanging around? Have a process for your closing Delays can kill deals ————————————— House of Sales Learn.Sell.Grow. ————————————— P.S. Nobody wants some cheesy line or scripted close, so create one that sounds like you.

You're going in for the sale... That's not selling. Instead of going in for the sale, focus on nurturing the relationship. Instead of going in for the sale, focus on offering a booklet, a guidebook, or other resource that frames the problem you're solving. One of the reasons selling software is SO HARD is because 80% of companies in the market are often trying to sell you their software vs. offering an experience and nurturing the relationship with the prospect. The three most powerful ways to grow a company are through product-led growth, partner & channel-led growth, and ecosystem-led growth. 1. Product led growth. This requires you to drive word of mouth through the product. How might you design the product to inherently generate leads given the value you offer? In-app Referrals don't often do it. It's enabling other customers to share your core value proposition with friends, teammates, or their customers. That's your growth engine. 2. Partner & Channel-led growth. This requires you to forge alliances with the right partners and work together. The right partners will refer the right customers your way or can act as an extended channel to list your software offering. 3. Ecosystem-led growth. Most companies don't start worrying about this until 7 to 10 years in market, but you should be thinking about it on day one. Especially if you're buildig a marketplace of sort. What's your supply? (What you need more of or offer...) How do you create or nuture demand? (Interest in your offering) How do you retain the customers you're building your ecosystem around? (What do they get out of being in your ecosystem?) Ecosystem led growth is the hardest to crack, but when you have it figured out it can act as a powerful flywheel of growth.

The fundamental unit of success in direct selling is?a conversation! Brett Duncan is 100% right. When you have a real conversation with your customer, you cannot fail. Conversations build trust, which leads to sales and recommendations. A decline in conversations and subsequent business can be partly attributed to Direct Sales companies changed policies. In their quest for efficiency. They often overlook these "conversations" as a key success factor. One of my favorite examples is the delivery of products. "Once upon a time" direct sellers would deliver them personally. They would go explain how the product works, get a coffee and have a conversation that would lead to more sales. "Conversations are the seeds of success for any direct selling business. If your Distributors aren’t having a conversation about your company or your products, I can promise nothing else is happening in your business. So many companies struggle to get a large portion of their Distributors to engage enough to experience the earliest victories in your business. So many simply don’t share, or host, or sell, or sponsor, and your numbers show it. I bet, if you could track it, that you’d find out that most of them aren’t even having a conversation."

Who Says No to This? Starting with 'No' in Pre-Sales meeting. Today, I'm diving into something that might sound a bit backward at first but stick with me. It's about the magic that happens when we start with 'no' in our pre-sales chats. Yes, you heard that right - starting with 'no'. Thanks to Jim Camp's eye-opening approach in "Start with No", I've been experimenting with how this plays out before we even get to the negotiation table. So, here's the deal. I've been asking this question that flips the script: “Who says no to this?” Sounds simple, right? But, oh boy, does it open doors! It's like inviting everyone to put their cards on the table right from the get-go. Here's why this is a game-changer in our pre-sales convos: Real Talk Happens: When we're open to hearing 'no', the conversation gets real. It's like saying, "Hey, it's cool to have doubts," and suddenly, everyone's more willing to share what's actually on their mind. Spotting the Hurdles: By asking about the 'no's, we get a sneak peek into the challenges we might face - some of which we might not have even thought about. It's like having a roadmap of what to tackle. Custom Fit Solutions: Knowing the stumbling blocks helps us tailor our pitch or product in a way that really hits home. It's not about shooting in the dark; it's about aiming with precision. Building Trust: When clients see that we're genuinely engaging with their concerns, trust grows. It's about showing we're here to solve problems together, not just push a sale. Ahead of the Game: Embracing 'no' early on means we're already problem-solving before obstacles become deal-breakers. We're playing chess, not checkers. Incorporating "Start with No" into our pre-sales strategy has been a revelation. It's not just changing how we talk; it's transforming how we connect and solve problems together. And the best part? It turns potential roadblocks into opportunities for collaboration and innovation. I'm curious, how do you handle 'no's in your pre-sales conversations? Have you found certain strategies that open up the dialogue and pave the way for better outcomes? Drop your thoughts below. Let's turn this into a powerhouse of ideas and experiences. #PreSalesConversations #StartWithNo #SalesStrategies

As a Founder you have to start selling --- be it your product, your service and your team. Here are a few pointers that make founders succeed in such a role: 1?? Personalize Your Approach: Tailor your pitch to each prospect. 2?? Listen First: Understand your prospect’s needs before selling. 3?? Address Objections Early: Tackle potential concerns head-on. 4?? Create Urgency: Highlight why now is the time to act. 5?? Show Value, Not Features: Focus on benefits over specs. 6?? Use Social Proof: Share testimonials and case studies. 7?? Keep it Simple: Avoid overloading with details. 8?? Follow Up Strategically: Consistent but not overwhelming. 9?? Use a Clear Call-to-Action: Guide your prospect’s next steps. And last but not least, be Confident and Authentic. These strategies are designed to empower founder-led sales with authenticity and efficiency. Ready to dive in? ?? Read our full blog post at https://lnkd.in/gXetB7aa

Good advice to speed up sales cycles but it also has the benefit of you and your customers agreeing on the level of urgency.

Technical founders, ever feel like you're hitting a wall with sales? You’ve built an amazing product, but getting it in front of the right people feels impossible. The struggle is real. Your hard work should be paying off, but without a sales process, you’re stuck. Take Andrew Goldis at Currents, for example. His business was already doing well, but things really took off when he implemented a structured sales process. Revenue accelerated, his confidence in sales calls soared, and his win rate improved significantly. This isn't just luck. It's the power of a solid sales process. A really easy framework you can start applying to your sales process is FOUNDER. It covers the key components you need to understand about your prospect to really help you navigate deals: Facts: Understand your prospects’ environment quickly. Objectives & Pain: Dive deep into what problems your prospects are trying to solve, and what they're trying to achieve. Uncovering Impact: Highlight the business impact of these problems. Negative Consequences: Connect the pain to the cost of doing nothing. Driving Events: Create urgency with compelling reasons to act now. What happens if the pain isn't solved by a specific date? Reaching a Decision: Uncover how your prospect buys software. Map this framework to a handful of calls you can blueprint (intro/demo, team demo, trial set-up, pricing/contracting, etc). Then schedule the next call at the end of each meeting. Implementing a sales process early can transform your startup. You'll gain clarity, increase your win rates, and most importantly, build a sustainable revenue engine. So, if you're ready to shift your mindset from just building to selling, start today. It's the key to your success as a founder. Want more tips on founder-led sales? Sign up for my free newsletter (link in profile) and get insights directly to your inbox! What's your biggest challenge in building a sales process? Let's discuss in the comments!

Your sales cycle is quietly preventing you from scaling. I've worked with 3 companies and one little tweak gets results like this: 1. From 109 days to 74 days 2. From 35 days to 29 days 3. From 16 days to 7 days What's the tweak? You're gonna laugh... It's asking for next steps tomorrow, instead of next week. Most reps do something like this, "Hey Mark, sounds like you are interested. I'm happy to set up a call to go through pricing. How's next week sound? Tuesday work?" If it's Wednesday, that means you just added 7 days to your sales cycle bc of when you asked for the next meeting. All the companies above just changed to something like this, "Mark, can I share what helped my customers make a confident decision? We get your VP of Pricing on a call and go through an exec demo and walk through pricing. Does tomorrow work?" How many people agree to tomorrow? Not many. How many people suggest just a day or two after tomorrow? Almost all of them. So if it's Wed, and we get them to agree to a meeting on Friday by asking for one on Thursday, then we just cut 4 days off our sales cycle compared to booking on Tuesday by asking for next week. If you have 5-7 meetings per deal...that's deals winning about a month faster. It's not rocket science. It's not hard. Other benefits: - build more momentum bc of less time between convos - not as much rehashing and repeating things bc it's fresh on their minds - you test urgency in deals - you get used to an uncomfortable ask, which makes other ones easier - you can run more deals in the same period of time = more commissions But don't start this tomorrow....start this TODAY!

Stop waiting to address objections on sales calls. Here’s how to skyrocket your close rate by pre-objection handling ?? Everyone hates long, drawn-out sales calls. Here's the controversial truth: most of them are a complete waste of time. ?? That’s why I used a 2 call close process that's not only efficient but ensures I’m only pitching to qualified leads: 1??First Call: 15-minute interview Use this as a trial to see if there's potential. 2??Assess their needs**. Can you actually help them? If yes, move to the next step. 3??Propose a plan Suggest writing up a plan and booking a decision-making call. 4??Set expectations Before booking, make it clear: this will be a decision-making call. Confirm minimum price points and ensure all decision-makers will attend. 5??The Decision Call 30-45 minutes to present your plan and get a yes or no. This approach cuts through the noise. If they object, it’s likely not a fit—or they're not being upfront. Remember, they already agreed to the terms. 87% of high-ticket sales that follow a structured two-call close method see a higher conversion rate. - Sales Strategy Institute What do you think? Is the two-call close method the future of sales, or is it too direct? Comment below and share your thoughts. ??Steal $100k worth of business systems in my FREE Profit Accelerator Community?? (more value than a paid mastermind - guaranteed)?? Follow for more business growth content daily ?? ??Repost for someone who could benefit from a more streamlined approach. ??

Would you like longer sales cycles? Smaller deals? Customers that ghost you? Low investor confidence? Start doing the following immediately: 1. DON’T meet in person or use Zoom/Teams/Google Meet. Ignore human connections and expressive body language. Disregard your charisma, smile and sense of humor. 2. DON’T use the phone. Stick with asynchronous emails that are often misunderstood, don’t convey emotion or instill urgency. 3. DON’T take time to understand what’s important to customers, using their words. Rely on product jargon. Also don’t help your champion translate your solution into the language of the C-Suite. Send a generic price quote that you hope isn’t perceived as too expensive. 4. DON’T review pricing proposals with customers to collaborate on an exact solution at a mutually agreeable price. Send them via email and hope they meet expectations. 5. DON’T ask for feedback after you’ve presented a demo or price and don’t schedule follow up calls while you’re meeting. Let them call you when they’re ready. 6. DON’T align all stakeholders or help prepare a project plan. Assume your champion buys enterprise software as much as you sell it and knows how to sell your solution internally. 7. DON’T anticipate obstacles and prepare contingency plans. Assume everything will be fine. 8. DON’T build proposals that allow customers to crawl, walk and run. Assume they’ll simply give you millions of dollars without demonstrating success and ROI. 9. DON’T talk about long term, sustainable success and referenceability. Ignore the opportunity to ask how you can become one of your customer’s Top 3 vendor. Close this deal and run. 10. DON’T engage an Enterprise Deal Coach. Assume customers are lining up, waiting to give you money. Rainmakers, what did I miss? ++++++++++++++ I’m Mark Phinick and I coach sellers to win Enterprise SaaS deals, freeing leaders to focus on strategy. Let’s discuss how to help sellers avoid the above guidance and actually increase conversions, deal value and recurring revenue. www.letsmakeitrain.net