Can you say with 100% certainty that you have successfully uncovered sales objections at the end of each meeting?
Let me clarify. Are you comfortable asking your prospect what is holding them back from moving forward?
If you are, great, skip ahead.
If you aren't, let's dive in.
We've all been there, things are going great, the conversation is comfortable, relationships are forming, you even uncover that your brother-in-law and John (imaginary prospect) went to the same high school. Then the clock strikes 12:50pm, the call ends in 10 minutes.
Example of an open-ended passive close:
You: "Well John, this is great! I feel like we covered everything on the itinerary, and more. Did you have any final questions for me?"
John: "Well Dave, I'd sure love to chat again, I don't have any other questions right now."
You: "uhh, yes! Sure! How is next Monday?"
John: "I'll have Sally circle back with you soon, we have a big meeting coming up and we need to be in prep mode."
Ask yourself, was that a successful close? Is he holding something back? Is he genuinely interested? It might seem like it, but you really don't know.
You haven't asked.
Example of a confident close:
You: "Well John, I want to respect your time as I know you have a hard stop at 1pm, if you don't mind I'd love to run over what I'm hearing is most important to you. Do you mind if I do that?"
You: "I'm hearing that your top need, like many others in the industry, is to reduce your monthly staffing spend by $10,000 per month. Did I get that right?"
John: "That's exactly right."
You: "Okay perfect. In addition, you are open to seeing how adopting our subscription service will allow you to save at least half that and allow you to staff within 48-hours vs. your standard 72-hours, is that correct?
You: "Great. Based on what we've talked about today, I'd like to invite your Chief Financial Officer Diane, to this conversation and schedule a brief visual (demo) to dive into the financials a little deeper. Would tomorrow at 9am work, or does 4pm work better?
John: "I appreciate that, we are interested, but instead, I'll get Sally to reach back out next week, does that work?"
You: "I completely understand John. Before I let you go, may I just ask one last question."
You: "I want us to continue this relationship, even if it means not doing business in the end. But do mind me asking what's holding you back from our model? I am all ears."
John: "uhhh, sure. To be frank, I haven't heard of your company, I don't know anyone who's used you before and my confidence level isn't there at this point."
You: "Hey, thanks so much for being honest and I completely understand. Since you aren't ready to bring your CFO Diane into the conversation yet, may I reach back out in two days with testimonies from three of our current clients?"
John: "That would be perfect."
You want to uncover what value needs to be built so you know what to propose for the next step. If your next step doesn't add value, they will say no.