Based on many sales trainings and conventional sales wisdom tells the seller that asking for the order, sealing the deal, or close hard is very important. But what if asking for the order is worse and not needed. Maybe no close is better than a close Professor Sweet talks about a strategy that flips the script of the tradition close. He recommends to “never ask for the order- make the prospect give up”. And no this definitely does not mean the salesperson pesters the customer until they give in. It is quite the opposite, it is about creating such undeniability about your solution that the customer will surrender their doubts and objections. The reason they surrender their objections is because they see that what the seller is offering is the “one”.
When asking for the order from a customer it expresses to the customer that you are the one who is need of something. By you seeking their approval for the purchase you completely hand the control over to customer. Losing control in a sale is a very detrimental to the sale. But when the seller avoids asking for the order and simply guide and educate them – the seller keeps the control, which is exactly where making the sale is most likely. When people feel they are in control of the sale, they lower their guard and walls. They don’t feel that they are being sold to but rather feel respected, empowered and understood. This always them to come to the decision you want because they are not pushing back on what is being sold to them.
Stop trying to close and start clarifying. Stop rushing to the order and sale and start investing in building trust. Stop pressuring an start providing insight. Stop pitching and start listening. You are trying to have the customer thought or said ” I have looked at alternative. I thought about it. I am done searching. You are offering is the best solution for me”. That’s what it is supposed to look like when a customer gives up.
RMcIlwain
I think this post is exactly what we have been taught consistently throughout this whole class. Ditch the old classic salesman plan by explaining features and benefits and shoving them in the face of every prospect. Begin to adopt a different approach through questions to find pain and reveal what relevant information you need for the client.
Helping the prospect know that they’re respected is super beneficial for maintaining control because they do in fact let their guard down allowing you to build trust and a better connection with them.