Looking to build higher social value with procurement? 

Well, remember: the most valuable resources are the scarcest. 

We’re so eager and excited when we get to the levels of procurement or contracts at the end of the deal because we can smell that that deal is coming in. But often it’s that eagerness and that quick response that allows the procurement manager to really drive the narrative in the conversation.

So, be a little more elusive in scheduling calls with post sale activity, and be a little harder to reach and harder to get so that when you actually do land that meeting, the procurement officer is as incentivized as you to get the deal done. 

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Not sure where to start when you’re handed a deal that’s already in progress? 

The trick is knowing when to get off the escalator. 

One of the most powerful closes to use when inheriting a deal from someone else is what’s known as the “ascending close.” The ascending close happens when we ask a series of questions that ascend with more and more challenge and difficulty. And the final element of the ascending close is asking for the order, which would rarely happen on a deal you just got, so the trick is knowing when to get off.

And where do you get off? Exactly when the customer starts to pause or gives you a no. 

So why not do what I do when I get a deal that was worked on from someone else? I’ll ask a series of questions like, “So to make sure I understand, you’re the main point of contact on this opportunity, right?” And if I hear a yes, I’ll go to the next one. “And you’re looking to make a decision by the end of the quarter?” 

I’ll continue to move up to more and more powerful closes until my customer interrupts me and says, “Well, actually, that’s not entirely true.” And that’s where I know to get off the escalator and to start my work on this deal.

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Not sure when to use the doorknob close?

Well, remember, it’s just one more thing. 

You know, one of the most disarming and powerful closes is a doorknob close, a close you use at the end of a call or meeting when your hand is on the doorknob, turning it as you leave the moment. It’s powerful because the prospect believes that the moment has already finished with your closing, and this final close is the only thing between them and the meeting being over. 

I wouldn’t use it for an order or for getting to procurement, but I might use it for something like, “Hey, one more thing. Who else are you looking at besides us?” Or, “Hey, one more thing. How can I get a copy of your org chart?” 

A well-positioned doorknob closed at the end of all your calls has an incredible result to them, and don’t be surprised if it carries you to the next stage of your sales cycle.

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Struggling to be looked at as a trusted advisor?

Well remember, silence is golden.

It can be hard for us in sales to be looked at as trusted advisors, particularly when we’re so chatty and so quick to engage our prospect at every moment of the conversation. But it’s not a tennis match, so why not do what I do? 

When you ask a customer a question and they answer, don’t comment on their answer, just sit in silence until you have another question. By not revealing your reaction to their answers, your opinion of their answers becomes more valuable to them, and they get more curious on what we think, which is always the beginning of treating someone as a trusted advisor.

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Not certain on how to use a choice close? Well, just remember, you can’t have a dog in the fight. 

Sometimes we deal with people in the sales process that have the power to say no and not really the power to say yes. And when we encourage those people to engage with us, we want to use things like choice closes, which gives the prospect the feeling of authority and power without having them steer towards a no. 

So why don’t you do what I do when I’m encountering folks in procurement, in contracts, in legal, and use closes like, “Do you want the contract to be net 45 or net 60, or should I follow up with you directly to set up the next call or your admin?” By giving the prospect choices where I really don’t care what they choose, as long as they choose one of the two, the prospect feels like they have control while I stay clearly in the yes zone.

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Are you looking to expand the audience at your next sales meeting? It’s time to expand your questions.

Sometimes we can get stuck with a single prospect or buyer in some of our deals, and that’s largely because we’re probably asking the same types of questions, which that person can answer. So if you’re looking to get more and different people at your next meeting, why not do what I do? 

Start asking questions that you know full well your prospect can’t answer. Like if you’re talking to someone in operations, ask a question that only someone in human resources would answer. Or if you’re talking to someone in facilities, ask a question that only someone in sales could answer. And if you do that enough times, at some point when they say, “I don’t know,” for the third time, you might then suggest, “Well, who would know? And can we bring them along at our next call so I could understand their world and position this better for how you’ll use it?”

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Are you looking to spice up your next sales call? Try to remember the importance of a venue change. 

You know if every single interaction you have on camera is at the same setting, with the same position and the same angle, it’s going to be pretty quick before you get real boring with all your prospects. So want to do what I do? 

Move the camera around. Find different places in the room where you film, or different times of day where the lighting is different. By giving different venues in the background, you’ll give the appearance of more diversity and changes when you meet, which will help the prospect remember you longer.

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Are you looking for a great interview question to determine if this is going to be a terrific sales hire? 

Well, remember, curiosity doesn’t always kill the cat.

One of my favorite interview questions to ask when I’m looking for salespeople are questions that reveal how curious they are. They are because curiosity is generally a hallmark to great sales professional. So I ask a lot of questions about curiosity, like, “What’s the last book you read?” Or more importantly, “Why should I read the last book you read?” 

By asking questions about what they’re interested in beyond work, I get a better sense of how comfortable they’ll be in environments where they might not know all the answers. 

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Struggling with figuring out exactly what your customer is interested in? 

Well, it might be time for a trial close. 

Trial closes, which are contingency closes, “If I do this, will you do that,” are generally fairly weak and rarely work, particularly on large things we want to close for, but they’re incredibly subtle and powerful when we’re looking for interest. 

So next time you’re struggling at that stage of the process, why not do what I do? Use trial closes, like, “Hey, if we were to shift the conversation to be more technical, would you find that interesting?” Or, “If I were to bring a technical consultant with me on the next call, would you find that more compelling to free up your calendar?” 

By closing for interest against the if, you’re far more likely to get engagement and actually discover what it is they want to talk about. 

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Still struggling to get people to pick up the phone when you call?

Well remember: T G I F everybody. 

Connection rates –  that’s a conversation that lasts over 30 seconds – go up when people do not feel stressed or too busy to take a call. And when is that? Well, generally at the end of a week. In fact, as the week progresses, connection rates actually go up. 

So do what I do. Save your outbound cold call dialing for Thursday and Fridays. When people are in better moods and less busy, you’ll find a higher connection rate and a lot more success in your dialing. 

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