5 Rules For Sales

Summary

• I have over 100 salespeople working for me, and together we generate over $250 million a year. Here are five closing rules I teach them.
• Always aim to be the person asking questions. This keeps you in control of the conversation.
• If you don't know how to answer, respond with a question about their question to keep the dialogue going.
• When a customer hesitates, such as saying they need to think about it, acknowledge their concern and ask about their main worry. This turns hesitation into an opportunity to push the sale forward.
• Use strong truths strategically. Instead of directly confronting the customer, share a story of someone similar who faced the same issue. This way, the hard truth is shown through a third party, making it easier for the customer to accept.
• Maintain a sense of childlike curiosity. Phrases like "Huh, that's interesting," help keep the conversation warm and give you time to formulate your next response.

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How To Take Action

I would suggest implementing these strategies in your everyday business interactions to improve your sales skills and personal growth.

Start by practicing the art of asking questions. Always aim to control conversations by steering them with insightful questions. This technique will help you guide discussions and understand clients better.

A good way of handling tricky questions is to respond with a question. This keeps the dialogue flowing and buys you time to think about your next move. If a customer seems unsure or asks to delay, acknowledge their hesitation and gently probe to uncover their main concern. This approach transforms a potential stall into an active opportunity to close a deal.

Use storytelling to deliver strong truths. When you need to share something difficult, tell a story about someone else who had a similar issue. This indirect approach makes it easier for customers to accept the truth and relate to the story.

Maintain a sense of childlike curiosity. Phrases like "Huh, that's interesting," will keep the engagement positive and light-hearted. It also buys you some time to think through your response without pressure.

By focusing on these low-cost, high-impact strategies, you can build stronger relationships, close more sales, and foster personal growth without a significant investment of time or resources.