Looking to build higher social value with procurement? Well, remember: the most valuable resources are the scarcest.

Don’t be an Eager Beaver

We’re often so eager and excited when we reach the procurement or contract stages because we can practically smell that deal closing. But here’s the catch: that eagerness can sometimes backfire. When we’re too quick to respond, it gives the procurement manager a chance to drive the narrative.

Instead, try leveraging scarcity in the sale by being a little more elusive. Make yourself a bit harder to reach and schedule calls selectively. This approach ensures that when you finally land that meeting, the procurement officer is as incentivized as you are to get the deal done. It’s all about creating a sense of value through scarcity.

A Case of Supply and Demand

When you master scarcity in sales, you shift the power dynamics in your favor. By being slightly less available, you’re signaling that your time and resources are valuable. This scarcity principle can make your buyer more eager to finalize the deal, knowing that they can’t easily get a hold of you.

It’s a subtle but effective way to build higher social value and urgency.

Slow and Steady

Another strategy is to delay responses just a bit, but not too much—just enough to create a sense of anticipation. This cautious approach enhances the perception of scarcity without causing frustration. When used correctly, scarcity in the sales process can significantly benefit your negotiations by keeping your prospects on their toes – and eager to close the deal.

Remember, the key to implementing scarcity in sales is to balance availability with elusiveness. You want to create a sense of urgency without coming off as disinterested. By carefully managing how accessible you are, you can drive the narrative and make your prospects feel that closing the deal is just as important to them as it is to you.

And that’s your Hoffman Hack for today.

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Happy Selling!™

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.

Navigating Inherited Deals

One of the most powerful closes to use when inheriting a deal from someone else is the “ascending close.” This close happens when we ask a series of questions that ascend with more and more challenge and difficulty. 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.

But where do you get off? Exactly when the customer starts to pause or gives you a no. This is crucial for making the ascending close work effectively.

The Ascending Close in Action

When you inherit a deal that was worked on by someone else, here’s how you can use the ascending close to your advantage. Start by asking a series of questions like, “So to make sure I understand, you’re the main point of contact on this opportunity, right?” If you hear a yes, move to the next question. “And you’re looking to make a decision by the end of the quarter?”

Continue to move up to more and more powerful closes until your customer interrupts you and says, “Well, actually, that’s not entirely true.” That’s where you know to get off the escalator and start your work on this deal.

Discerning Readiness to Buy

The ascending close helps you uncover vital information and gauge the readiness of your customer. By gradually increasing the difficulty of your questions, you can identify the point where your customer is comfortable and where they need more information or reassurance. This method ensures that you don’t push too hard too soon and risk alienating your prospect.

Patience and keen observation are going to be key for this close. Pay attention to your customer’s responses and body language. The moment they show hesitation or provide a negative response, it’s a signal to step back and address their concerns before proceeding further.

Using the ascending close can help you seamlessly take over and advance deals that are already in progress. By knowing when to escalate and when to step back, you can build trust and move closer to closing the deal. So, next time you inherit a deal, remember the power of the ascending close and use it to your advantage.

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Not sure when to use the door knob close?

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

You know, one of the most disarming and powerful closes is a door knob close (some sales veterans will also recognize this as the Columbo close). The door knob close is what you use at the end of a call or meeting when your hand is on the door handle, turning it as you leave the moment. It’s a powerful moment, because the prospect believes that the conversation has already finished with your meeting or call, and this final close is the only thing between them and the meeting being over.

You can leverage the momentum of the prospect looking to leave the meeting to your advantage, allowing their motivation to complete the moment serve as fuel for your close.

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?” The best closes for this moment are quick, conversational, and low-friction for your prospect. These small wins can help keep your deal moving forward, but they can also help to reinforce the habit of responding in your buyer – paving the way for bigger closes down the line.

A well-positioned door knob close at the end of all your calls or meetings can net you some incredible results – and don’t be surprised if it carries you to the next stage of your sales cycle.

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For more Hacks, check out our YouTube page.

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

Sidestepping Gatekeepers

In the sales process, we often deal with people who have the power to say no but not necessarily the power to say yes. When engaging with these individuals, using a choice close can be a game-changer. This close gives the prospect the feeling of authority and power without steering them towards a no.

So, how can you effectively use a choice close? When dealing with folks in procurement, contracts, or legal, offer them options. For example, you might say, “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 you genuinely don’t care which option they choose, as long as they choose one of the two, the prospect feels like they have control while you stay clearly in the yes zone.

The Illusion of Control

Using a choice close is a subtle but powerful tool. It helps you navigate the sales process by empowering your prospects and making them feel like they are in control. This approach can lead to higher engagement and a smoother sales process.

When implementing a choice close, it’s important to remain neutral and not show a preference for any particular option. This ensures that the prospect feels their decision is their own, which can increase their commitment to the next steps. This close is especially effective when dealing with decision-makers who may have reservations or need to consult with others before proceeding.

The Win-Win Scenario

Remember, the goal of the choice close is to keep the conversation moving forward. By offering options that lead to a positive outcome regardless of the choice, you create a win-win situation for both you and your prospect.

Leveraging the choice close can help you engage with gatekeepers more effectively, avoiding roadblocks and moving deals forward. By giving your prospects the feeling of control and authority, you can navigate the sales process with greater ease and success. So, next time you’re in a situation where a decision-maker has the power to say no, remember the power of this close and use it to your advantage.

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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 video call? Remember the importance of a venue change.

If every single interaction you have on camera is at the same setting, with the same position, and the same angle, it won’t take long before your prospects find it repetitive and uninteresting. To avoid this, try adding some variety to your sales video calls.

One simple but effective strategy is to move the camera around. Find different places in the room where you work, or choose different times of day when the lighting changes. By giving different venues in the background, you’ll create visual interest, which helps your prospect remember you longer.

Think about it: a fresh and dynamic setting can make a big difference in keeping your prospect engaged. It shows that you’re not just going through the motions but are genuinely interested in making the interaction enjoyable and memorable. This can significantly enhance your prospects’ perception of you and your product or service.

Additionally, varying your sales video call settings can also reflect your adaptability and creativity. For example, try conducting your calls from different areas like your office, a quiet corner of your home, or even an outdoor space if possible. Each change of scenery can bring a new energy to your calls and make them feel less monotonous.

Don’t be afraid to experiment with lighting and angles. Natural light can create a more welcoming and professional atmosphere. Different camera angles can keep the conversation dynamic. By consciously choosing different backgrounds and settings, you’re not only spicing up your sales video calls but also demonstrating your attention to detail and commitment to a high-quality experience for your prospects.

Have a little fun! Escape your office chair and improve your sales video calls with a scenery change. By moving the camera around and choosing different settings, you can create a more engaging and memorable experience for your prospects. So, next time you prepare for a sales video call, remember to think about the venue and make it work to your advantage.

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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.

Get Curious

One of my favorite interview techniques when hiring great salespeople is to focus on their curiosity. Curiosity is often a hallmark of a great sales professional. So, I ask questions that reveal just how curious they are. For instance, “What’s the last book you read?” or more importantly, “Why should I read the last book you read?”

By asking questions about their interests beyond work, I get a better sense of how comfortable they’ll be in environments where they might not know all the answers. This is crucial when hiring great salespeople, because the best sales professionals are those who are constantly learning and adapting.

When I’m in the process of hiring great salespeople, I look for candidates who demonstrate a genuine interest in the world around them. This curiosity translates into better relationships with clients, as they are more likely to ask insightful questions and seek deeper understanding. It also means they’re more likely to stay updated on industry trends and best practices, which is key for long-term success.

Explore Their Problem-Solving Skills

Another great question to ask is, “Can you tell me about a time when your curiosity led to a successful outcome at work?” This allows the candidate to showcase how their natural inquisitiveness has had a positive impact on their professional life. It’s a great way to gauge their problem-solving skills and their ability to think on their feet.

Hire Inquisitive Problem-Solvers

When hiring great salespeople, it’s important to assess their level of curiosity. This trait is a strong indicator of a Closer’s potential to succeed and thrive in a dynamic sales environment. By asking the right questions, you can identify candidates who have the curiosity and drive to excel.

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Struggling to figure out exactly what your customer is interested in? It might be time for a trial close.

What is a Trial Close?

The trial close, which is a contingency close—“If I do this, will you do that?”—can be a subtle yet powerful tool when used correctly. While trial closes may seem weak and rarely work for large commitments, they are incredibly effective in gauging a buyer’s interest in actually purchasing.

So, how can you use the trial close to your advantage? The next time you’re at that critical stage of the sales process, consider using trial closes to test the waters. For example, you might say, “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?”

Closing for Interest

By using trial closes, you’re not just closing for a sale—you’re closing for interest. This approach is more likely to get your prospect engaged and help you discover what they really want to talk about.

The key to a successful trial close is its subtlety. When you ask a question based on a hypothetical scenario, you allow your prospect to express their true level of interest without feeling pressured. This can lead to more meaningful conversations and better insights into their needs and priorities.

Keeping it Light

Incorporating trial closes into your sales strategy can significantly enhance your ability to gauge buyer interest and move the conversation forward. It’s a way to validate your prospects’ interest and address any concerns they might have, all while keeping the dialogue open and productive.

Careful application of the trial close can help you better discern your prospects’ interests and needs. By asking the right questions and closing for interest, you can engage your prospects more effectively and move closer to a successful sale. So, next time you find yourself unsure about a customer’s interest, remember the power of the trial close.

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Still struggling to get prospects to pick up the phone when you call? Have you thought about your timing?

The key to success in sales often lies in knowing when to cold call.

Connection rates, defined as conversations lasting over 30 seconds, tend to improve when people are not feeling stressed or too busy to take a call. So, when is the best time to cold call?

Generally, it’s at the end of the week. As the week progresses, people are often in better moods and less preoccupied with their workload. Targeting the second half of the week for your cold calls can significantly impact your success rates.

Remember: T G I F! According to research, connection rates actually go up as the week goes on. By targeting your cold calls on Thursdays and Fridays, you can take advantage of this trend. Chances are your prospect will be more relaxed and open to conversation, increasing the likelihood of a successful call.

So, save your outbound cold call dialing for Thursdays and Fridays. Use the first half of the week for research and strategy, so by the time Thursday rolls around you have a list of prospects, triggers at the ready, and a smooth “Why You? Why You Now?™” just waiting to be delivered.

Making the most of your cold calling efforts goes beyond crafting the perfect pitch. Knowing when to cold call is key! By focusing your efforts on the end of the week, you can remove friction, improve connection rates and enhance your overall success as you Start the Deal™.

So, next time you plan your outbound calls, remember to consider the timing – it could be the key to unlocking better results.

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