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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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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Closer, are you looking to engage more stakeholders in your next sales meeting? The key might not be in your pitch—but in the sales questions you ask.

One common challenge sales professionals face is getting stuck with a single prospect who may not have the authority to move the deal forward. Often, this happens because we ask the same types of sales questions—questions that the person in front of us can easily answer. While this approach keeps the conversation going, it doesn’t necessarily help us reach the real decision-makers.

So how do you break through and bring more voices to the table? Try this: start asking sales questions that your current point of contact can’t answer.

For example, if you’re speaking with someone in operations, ask a question that only someone in human resources could answer. If you’re talking to someone in facilities, pose a question that requires input from the sales department.

The goal is to create natural opportunities for your prospect to realize they need to loop in other colleagues.

When your contact says, “I’m not sure,” for the third time, you have the perfect opening to respond with:
“That’s OK! Let me ask you this: who would know the answer? Would it make sense to bring them into our next conversation so I can understand the bigger picture and tailor this offer to fit your team’s needs?”

By strategically using sales questions to expand the conversation, you not only gather valuable insights but also increase your chances of getting buy-in from multiple stakeholders—moving your deal forward faster.

So next time you’re in a sales call, rethink your approach. The right sales questions don’t just get answers—they get results.

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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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Are you constantly losing deals to competitors? When’s the last time you’ve seen a competitor’s contract? Knowing how to beat your competitors in sales involves understanding the information they provide to your prospects.

We are expected to know our competitors better than ourselves, but when was the last time you saw your competitor’s paperwork? That’s certainly what your customer is looking at when they’re comparing you to them. So make sure when you’re working your deals, you’re actively closing for whatever information your competitors are giving to your prospect. You’re under NDA, so you can do that under protection, but by seeing what your customer is seeing, you can position yourself better. Getting actual evidence that your customer is looking at a competitor also gives validity to the deal itself.

So, how to beat your competitors in sales effectively? Here are some strategies to help you stay ahead and win more deals:

Request Competitor Information

When you’re engaging with a prospect, ask for any information they’ve received from competitors. This not only helps you understand what you’re up against but also allows you to tailor your approach to highlight your unique selling points. By seeing what your prospect is seeing, you can position yourself more effectively.

Leverage Non-Disclosure Agreements (NDAs)

Under NDAs, you can request and review competitors’ information with protection. This enables you to gain insights into their offerings and better position your products or services. Remember, knowing how to beat your competitors in sales is about having a comprehensive understanding of their strengths and weaknesses.

Validate Your Deals

Getting confirmation that your prospect is considering competitors can validate the deal and provide a clearer picture of the competition. This helps you strategize more effectively and demonstrate to your prospect why your solution is the superior choice.

By implementing these strategies, you’ll be better equipped to understand how to beat your competitors in sales and win more deals. Stay proactive, leverage available information, and always aim to provide value to your prospects. Success in sales isn’t just about closing deals—it’s about positioning yourself as the best option in the eyes of your customers.

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How do you close a sales meeting? 

Are you struggling with how to close a sales meeting? Well, remember: one thing at a time is best.

One of the reasons why ending a sales call can be a little awkward is that we usually wind up rattling off a long list of things that we want the prospect to do. Then, we’ll also list all the things we plan to do in response when the meeting is over. That can quickly begin to feel overwhelming to the prospect – and it also makes it confusing to sort out when everything is “due.” And there’s nothing that stops a person from taking action faster than feeling overwhelmed!

So, you want to remember: only ask your prospect for one thing at the end of the meeting, but make it something that they can deliver within hours of the meeting being over. 

That way when they give you that close, they’re starting to work the muscle of quick responses – and you’ll be armed at the ready for the next close on the same day. 

Sales is not about making people say yes or no, but rather inspiring urgency where none exists. 

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