Oct '24 • General discussion
Here's Why You're Not Closing Deals...
You said all the right things. You established rapport. Shoot, it felt like you and your prospect were best friends in that last conversation! AND... you KNOW you had a good solution for them. But... as usual...
They had to think about it.
The real reason you weren't able to close that deal? You didn't know what their real problem was. You might have THOUGHT you did, but I can guarantee you didn't. In fact, 99% of the time you don't close a deal is because you didn't discover the true problem the prospect needed solved.
And in the 1% of deals where you DO discover the real problem they need help with... you're failing to build a big enough gap between their current status and projected future self.
Here's how to think about it:
Imagine your prospect is standing at the edge of a canyon.
Where they are is their current status. 🫥
The other side is where they want to be (projected future self). 💪😎
The canyon... is their problem. 🌄
They see the other side as a small hop away, but don't know if they'll actually make it if they try, so they feel safer to just stay where they are. But it's only a small hop, so when they feel like the time is right (no wind, good shoes, big breakfast) THAT'S when they'll put the effort in to jump.
🏔🏃🌋
Your job in the sales process is to figure out if they REALLY want to be on the other side. Once they explain to you why it would be so great to be on the other side and they feel a strong desire to be there, that's when we take off the distortion goggles they've been wearing. We show them how far they actually are from their goal. How deep and wide that canyon really is (how big the problem is).
Once they feel a strong desire to be on the other side AND realize they're much further from their goal than they previously thought... This is when their frantic search for a solution will begin mentally. At this precise moment, you can restore peace to their mind by showing them "The Bridge", which is your solution. And they'll happily pay the toll to walk across it to get to the other side.
This is sales. In any warm lead situation, this is the process you will follow to close 100% of deals. You must build this gap between current status and future projected self big enough that they are begging for a solution, BEFORE you offer it.
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Here's Why You're Not Closing Deals...
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