For those of us that have been in sales our entire career or for those that are just starting out, I wanted to write a blog that “pays it forward” so to speak with sales technique that I was taught years ago but would still consider to be the most powerful tool in my arsenal. I’ll give credit where credit is due and disclose that a wonderful guy named Vince Hegwood at Insperity shared this in a training and its simplicity and brilliance only come in second and third to its effectiveness. If you are familiar with the concept of “getting to the “no” with a decision maker, this is essentially a takeoff but on steroids.
When I am closing a meeting I always ask the very specific question of, ” So Mr./Mrs. Decision Maker, is doing nothing an option?” This of course is doing nothing pertaining to whatever problem or need your company’s product or solution is meant to address. In my role today, that means recruiting. If they answer “no”, then it puts them on the spot to go with you or explain what they plan to do as the alternative. In case of the later, you now have the potential opportunity to counter. Psychologically, you will have created a huge edge for them to actually move now and avoid the stall that often will kill a deal. If they say “yes” then I’ll bet you a huge sum of money that it is exactly what they are going to do, nothing. Until the answer is a definite “no”, i.e. there is real pain, you will spin your wheels and waste your time to the point of maybe even ruining the relationship to get them to sign. Back off and wait until the time is right.
Try this on your next proposal as a close and see how it goes. Happy selling! – Angela