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.

For more Hacks, check out our YouTube page.