Closing the sale

Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions.

People have resisted salespeople since the beginning of time. Just as salespeople have a default mode, prospects do, too. Their automatic response is to say, “No way, José.” Face it. People don’t want to be sold. This sentiment is increasing as we live more of our lives online. According to Terry Jones, founder of kayak.com, 98% of all college students would rather purchase online. They avoid salespeople at all costs.

Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are a critical part of your sales process. Objections mean your customer is interested.

Listen to my Podcast on Salesforce Quotable where I answer some very interesting questions and have a little fun with my host, Kevin Micalizzi. I even share a VERY personal story that I’ve never before revealed in a public forum!

One of the number one reasons your customers don’t buy from you has nothing to do with a competitor down the street and very little to do with big brands with cool new products. They aren’t buying from you because they prefer the status quo.

I was fascinated with the New York Times article, “The 36 Questions That Lead to Love” which references Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.” Why do questions help us build heartfelt connection? And if 36 well-crafted questions can induce love, can 36 properly positioned questions lead to a sale? 


Do you sell to secondary motivators or do you uncover the core motivators that create urgency to buy today? Watch this video and learn more.

You may have heard the term “mastery”, but what is “unconscious mastery”? Unconscious Mastery is taking a step beyond just being great. It means you’re so accomplished that you can perform your craft without thinking about the details while doing it, even under awkward or adverse conditions.