Imagine if you had a silver bullet for a deal that you can smell going bad — some magic words that are guaranteed to turn a “no” into a “yes,” a “later” into a “now.” You would never miss quota again.
Unfortunately, sales isn’t one-size-fits-all, so that silver bullet doesn’t exist. But there is a strategy you can use that will help set up a successful sales conversation and make it more likely that you’re able to get the “yes.”
David Brock’s article “The Killer Closing Technique” reveals the one question he asks all his prospects fairly early-on in the selling process: What are the consequences of doing nothing?
The question immediately reveals your prospect’s bottom line. Maybe there aren’t any consequences — in which case, both parties are able to walk away from the conversation without wasting time and resources.
If there are consequences, however, you can move forward — and also remember their answer as a touchstone throughout the sales cycle.
“The customer may have gotten distracted,” Brock writes. “Revisiting [the consequences of doing nothing] reinvigorates and refocuses them in their buying process.”
After you learn how to properly deploy Brock’s magic question, check out five more of this week’s best sales articles.
1) How to Ask Spot-On Questions and Learn Your Customer’s Backstory by Jeff Shore
Ask the questions that will get you the information you need to close sales.
2) 3 Early Bird Tactics to Uncover New Sales Opportunities by Jill Konrath
Data-backed ways to win more sales.
3) 6 Habits of Highly Successful Sales VPs by Matt Sharrers
It may come from sales VPs, but this advice is applicable to sellers at any level.
4) Culture Clash: A Tale of Two Sales Processes by Dan Perry
Learn how the leaders of two organizations are merging two very different sales cultures.
5) 18 Life Hacks C-Level Leaders REALLY Use to Save Time by Sheena McKinney
Time is money, so spend yours wisely.