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KEY MOMENTS:
1:02 1. Understand a prospect's concerns
1:55 2. Gauge where the prospect is at
3:18 3. Next

What are the actual steps to really closing a sale? One of the things in the Sales Insights method that we really focuses on is having a simple and repeatable process, but nothing really that crazy. So I just want to walk you through what are the key steps that we look to in terms of actually closing the deal. And one thing on how to actually close, is that we've got to remember the key thing is start strong, end strong. And so if you're starting your conversation often in a way that's not very strong, you're not going to close the deal.

Having said that, let's dive into the actual three steps to closing:

1. Understand a prospect's concerns

I think there's a tendency to really avoid prospects concerns. And we see this all the time with a lot of salespeople who seem almost afraid of seeing prospects' concerns and that they want to avoid them at all costs. But what we really want to do is embrace concerns. We want to get everything out on the table. And so, the more you can ask questions like, "What do you feel like are your central concerns in our conversation at this point?" and, "What are the reservations that you feel at this point?", the better off we're going to be. So just really understanding those concerns is absolutely mission critical.

2. Gauge where the prospect is at

We want to basically take their temperature. And so, it really is understanding on a 1-10 scale where a prospect is, with one being that we're completely on different pages, 10 being that we're ready to move forward. Where do you feel like you are?

The 1-10 scale is one of the lowest pressure ways that we can really get specific feedback on what the prospect is really thinking. And that's the value of really gauging where that prospect is. And then once they actually give us a number, we can then dig, dig, and dig. This will help you go much deeper than any other salesperson out there. The more you can really dig into where the prospect feels like they are, the more you're going to close. We almost want to think of prospects as like icebergs in the water. And most of what our prospects are showing us is in the top of the iceberg. But where do we really want to get to? We want to get to all the way deep down below. The deeper we can get, the more likely we are to actually close that deal. And so, understanding what's really going on through asking spontaneous questions and digging deeper is really key.

3. Next

So one thing in the Sales Insights method that's distinct about our approach, is that we're not going for this really hardcore close. Instead, what we really want to make sure is that we have next steps in place. Obviously, there are some situations where some people are in true "one call closed" scenarios, but for the most part most salespeople are not in one call closed situations.

There really are a number of steps, and there are going to be other people involved along the way. And so, understanding what those steps look like and more importantly, what that process is going to look like, and then really helping to just make sure that we lock in those next steps can make a huge difference.

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