6 [CRITICAL] Tips on How to Close the Sale

1. No more PEP.

PEP stands for pitching, enthusiasm, and persuasion. If you were to take all the key elements of old-school selling and bundle it all into one concept, it would be PEP. And we've got to throw that out the window.

Prospects today are very, very sensitive to the PEP approach. They're used to being pitched; they're used to overly enthusiastic salespeople who are bubbling over with excitement about their offerings. They’re also used to persuasion techniques.

The first step to learning how to close the close is to drop the PEP—and instead, use an approach that makes you completely distinct from what your prospect expects.

2. Demonstrate authority.

If you introduce yourself to a prospect and say, "Tell me about your business. I'd love to learn more about what you do," the prospect is going to say, "Why the hell should I do that? Who are you? Why should I be talking to you about my business, or about my life, or about what I do?" This reaction is actually quite reasonable. If you use this approach, then you fail to demonstrate any authority up front. Can you blame the prospect for not wanting to waste time talking to you?

Think of the ultimate example of this. Say you walk into a doctor's office and the doctor says, "So, what brings you in today? Tell me about what’s going on." This is a totally acceptable opening, because the doctor has built-in authority. Just by being a doctor, they already have authority—we don’t need them to tell us all about their degrees or every surgery they’ve ever done. But salespeople don’t have that. Not one bit. We need to demonstrate authority up front, because we don’t walk in the door with instant authority—far from it.

When it comes to closing the deal, it’s imperative that you’re able to demonstrate insight at the beginning of the conversation that gets the prospect to say, "Oh, okay, yeah, I'm willing to talk to this person. I see value here. I'm willing to open up." That’s how you demonstrate authority up front.

3. Dig super deep.

Now that you've demonstrated some authority, it’s time to flip that switch and dig deep. Get the prospect talking, and riff off of every single thing they say to try to get them to go even deeper. You always want to think of your prospect's challenges as an iceberg. What most prospects are happy to talk about is only what’s at the tip of the iceberg. But what you really need is to understand what's going on at a much deeper level.

The key to closing a sale is to use spontaneous questions to go deeper and deeper with the prospect. These questions are what will help you to eventually understand (even better than they do!) exactly what’s going on in their world. Once you have this information, you can ultimately determine whether the prospect wants to do business with you—or with someone else. If you understand their challenges and their situation better than anyone else, they will go with you. So dig super deep.

4. No pitch.

Most salespeople today are still pitching to their prospects. I know I mentioned this before when I said to stop the PEP—but it’s so important that I need to say it again. Pitching doesn’t work anymore.

When you begin conversations with your prospects, do you start talking about yourself, your organization, what you offer, your products, your services? Do you have a PowerPoint slide deck where you present an About Us page? If you're doing any of that stuff, it means you're pitching. And you’ve got to stop, if you want to learn how to close the sale.

5. Solve.

The key to closing the deal isn’t some fancy presentation or pitch, but rather, the “solve” phase of the sale. This phase comes after we've demonstrated some insight, and asked questions to understand exactly what's going on in their world through disqualification. Now it’s time to demonstrate that we can solve their challenges. This doesn't require a 50-slide presentation. Instead, you simply need to demonstrate that you can solve their challenges.

6. Be N.S.O.

N.S.O stands for next step obsessed. Next steps are the big distinction between traditional selling and modern selling. Traditional selling focuses on the close at the end of the sales interaction. But most sales today are pretty complex, so if you're going for that hardcore close at the end of the sale, you're going to be getting a lot of think-it-overs. And that is the death of a sale.

Don’t focus on the close; focus on next steps.

[chewbaccathecrazygriffon]

Thanks for the great content! I've learned more in a week watching your videos than I did from 18 months of sales training school.

[AlexJames]

Found your vid’s from 3+ yrs ago super helpful and I’m really glad to see you still putting out good content!! Thanks for sharing your wisdom

[monakarami]

I am very interested in your educations, you tought me alot in by your youtube videos!


 I got some real clients by following your instructions, still do need education ! 


I passesd a tragic period through the pandemic and it was hard to afford my very primary needs at that time, I battled alot,   days and nights... then found a new job and now I spend some hours a week on your youtube channel because I have serious problems in shortening the sale process and it really survives my job! 

I want to join your educations but because of living area its impossible ! you dont know how much excited I was when rservered a call with your team and then you canceled .
I will be so grateful if I can join your educations because I need to save my life!

[halvardwidere]

I’m a door-to-door fundraiser working for a humanitarian organization. What do you have for me? 😁I’m a team leader now. Some of this is relevant, of course. But it’s exactly what I do