Closing Doors is the Key to Closing More
If you have been selling anything for a year or longer then you should already know every objection, excuse, delay that your prospects will say to you. The way they say it will be different but the responses can usually be grouped into 5-10 core objections.
These objections are open doors. If you don’t close these doors BEFORE they talk about the open door, you already lost. You’ll be delayed, pushed off, etc.
EXAMPLE: It’s December right now which means in most B2B industries, sales are tougher. So when you talk to a prospect, you are expecting to hear “sounds good, call me in January”. You know its coming. To beat this the maximum % of times you need to start the conversation with “So glad we were able to connect, because right now is by far the best time of the year to buy (insert any other key reasons here)…so let’s talk about that deal…”. Beat them to it and slam that door shut. It makes a huge difference.
So get all your objections on paper, write an ideal rebuttal script for each of them, get them to everyone on your sales team, and strategize the timing of each so that you always close ALL the doors before your customer slips out of one!
About the Author Nick Friend
Nick Friend is an Entrepreneur, Investor, Husband, Father of 3 daughters. Built businesses from scratch to 8 figures, and has been nominated for several Entrepreneurship awards. Nick enjoys helping other entrepreneurs, particularly those fighting the struggle from $0-10 million.