Most people think closing is about saying the magic words at the end of the call. I think that idea has done more damage to coaches and consultants than almost anything else in sales.
I'm a former director of sales, and I've signed nearly two million in clients on calls. In this episode I walk you through how I actually do it: the five things a person has to feel during discovery for the close to become the obvious next step (pain, desire, cost of inaction, why now, and clear ROI), why the close is about clarity rather than pressure, the two-step "pacing the first objection" question that gets past "I need to think about it," and the one simple question I should have asked on dozens of calls I lost early in my career.
If you dread the last five minutes of a sales call, this one's for you.
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