Embrace the Awkward

In order to close a deal, you have to act as a guide. The prospect is going to display hesitation. They’re going to have excuses. They’re going to want to think about it. These obstacles can be overcome, and sometimes it seems easier to just let a prospect walk away with their doubts and hope they’ll mull it over and come back.

If only it were that easy.

Instead they go and buy from the salesperson who was willing to go the extra mile, to stick it out and not throw in the towel.  The product was always the same, the only difference was the resolve of the person selling it.

Create an exit door for a prospect and they will always walk out. They have nothing to lose by leaving. In their mind, they can take the time to ruminate, and if they decide to come back, the offer will still be on the table. Take them from a place of curiosity, where we first interact with prospects.

Embrace the awkward and get them to commit. Lay the best foundation possible. Control the conversation, but don’t dominate it. Expound upon your product’s qualities as they relate to your prospect’s needs. Once this is done, when the stage is set, be blunt in the final stage of your pitch. Tell them what they should do and make it simple for them to do it.

Don’t ask what they think!

This seemingly harmless question will open the floodgates and out will pour a list of reservations.

Naturally, most of us want to be easy going and cooperative, but these traits do not make for great closers. Save the acquiescence for cocktail parties. Be clear and unwavering, but don’t be aggressive or bossy. It’s a fine line, but being consistently assertive will maximize your impact and increase you profit.

Written by Luke Acree

Luke Acree, President of ReminderMedia, is a sales fanatic, a marketing evangelist, and an expert team builder. Luke has worked with tens of thousands of agents over the years, helping them understand how to connect with their client database in a way that generates leads, secures repeat clients, and captures referrals.