There was a time in sales (and thank God we’ve grown up since then) where there were all these “closes”.
There was “The Ben Franklin”and “The Puppy Dog” and let’s not forget about “The Columbo”.
I’m not a big fan of them, mostly because they sound salesy, contrived and phony. I’m also here to tell you that your prospect has been beaten to death with them.
There are actually two ways that I ask for the business but I’m not going to share those here today.
I’d rather offer something else for you to think about and I call it “The Kitchen Table Test”.
Think about how you talk at your kitchen table.
Do you say stupid sh*t like “If I could show you a way to save big on your widget, would you seriously consider buying today”
Do you speak in “marketing speak”?
Of course you don’t because people don’t speak that way so;
Why the hell are you speaking that way in front of your prospects?
When you go all salesy like that, people keep their hand on their wallet and run away from you very fast.
I have 3 simple action items for you.
- Think about HOW you ask for the business and put it through the “Kitchen Table Test”
- Ask others how they ask for the business. Perhaps this could be something you and your sales team discuss in the next meeting.
- Put their responses through “The Kitchen Table Test”.
Then replace all the “Closing” with more conversation.
If you’d like to learn the two ways I ask for the business, join us this Thursday for our webinar!
Click HERE to learn more and to reserve your spot BEFORE this Thursday comes and goes!
