This Close is Shockingly Simple
"Send me a proposal."
I dread hearing those four words.
"Send me a proposal."
Those four words can add hours of work to your day.
"Send me a proposal."
Those four words can add days to your sales cycle.
Look, not every sale is an enterprise solution. Not every product can be customized. Sometimes we're just out there selling stuff that solves a common business problem.
Quick story.
I'm meeting with the CFO of a broadcast company. We're ninety minutes into the discovery phase.
He's hesitant to invest in sales training. His sales managers are having trouble finding good candidates to train. There is too much turnover.
I happen to be selling an aptitude test for evaluating potential employees. I steer the conversation toward selecting better salespeople.
"This is exactly what we need," says the CFO. "Send me a proposal for fifteen of them."
(The tests cost $100 each.)
"I brought an order form," I reply.
Silence.
"That will work," said the CFO.
Done deal.
"I brought an order form" is the shockingly simple close that will work for your salespeople too.
When will you teach it to them?
Chris Lytle is the author of The Accidental Salesperson: How to Take Control of Your Career and Earn the Respect and Income You Deserve and The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits. Because sales managers are pulled in so many directions, Chris built this resource for you.
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7 年Always have your ordering materials with you ! You can't close a sale if you aren't prepared .
Actively looking at Advertising AE positions
7 年Love it! KISS! Always works!
Want to grow your business? I can help.
7 年This is like most of your suggestions Chris, simple, easy and smart. I remember being in one of your seminars years ago and learning about your Octopus Car Wash campaigns. You helped me and I thank you for that.
General Manager & Sales Manager for Winnipeg Center- CHVN 95.1fm & Classic 107 fm at Golden West Broadcasting
7 年I like this idea, just thinking how I can shape it for radio. We don't have an order form.
General Manager @ Futuri | Audience Engagement | AI Essentials
7 年Those 5 words... "I brought an order form," put him on the fast track to solving part of his problem, saved you time and closed a deal. Proves we don't have to overthink and complicate the sales process. Great share. Thank you.