Are you having a hard time getting people to agree to your meetings?

Well, it could be because of the paradox of choice. 

Lots of studies have shown that actually the more choices we get, the more paralyzed we become in making those choices. 

So why not do what I do when I close for a meeting? 

Don’t give choices. Only give one option. Don’t say, “Are you free on a Tuesday or a Thursday?” Just ask if they’re free on Tuesday. And if they’re not, stay silent and let them offer up another time that they’re free. 

By having them self-select their choices instead of wading through yours, they’re more inclined to engage and they’ll be more decisive. 

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Want to keep someone on the phone a little bit longer?

Try adding some molasses to your next call. 

The truth is, even though our instincts tell us to speak quickly, if we’re worried about getting rushed off the phone, it doesn’t work. If you talk very, very fast, it’s quite easy for someone to find a place to get me to stop and to say, “Sorry, you got me at the wrong time.”

But if I talk with a little more syrup and honey to my voice, it’s actually harder and harder to figure out where to insert the interruption to get me to stop. 

So if you want your conversations to go longer than maybe they usually do, slow it down instead of speeding it up. 

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Still not certain that your customer has the requisite power to close? 

Well, the answer might be right on their desktop. 

We talk a lot about org charts and their ability to help us navigate and steer through complicated organizations and complicated deals, but there’s a hidden advantage in closing for an org chart: not everybody has one. 

In fact, the only people in a company that have ready access to an org chart on their desktop would be someone who’s doing the hiring and firing and budgetary planning that would require an org chart to be on their desktop. And that sounds like someone with power. 

So why not do what I do early in the opportunity? Ask your prospect to send you a copy of their org chart. If they refuse or they take too long to respond, that might be an indication that they don’t even have access to an org chart to send you.

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Are you looking to get people to open up more at your next meeting? 

Well try making them the subject matter expert for a change. 

We’re always so desperate to show credibility at these meetings. Why don’t we let the other person feel credible and ask them questions about their industry – not our industry – but the world that they come from. 

By asking them questions on topics that we don’t have a great understanding of, it kind of puts that person in a place where they get to be the expert and they get to teach us about their world. 

By doing so, they’ll feel good about the conversation and know that they’re being heard. 

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Struggling to find urgency in your sales pitch?

You’re not alone. At Hoffman, we always say that sales is the art of creating urgency where none exists! Many sales professionals really struggle with this, but here’s a Hoffman Hack: shift your focus to the post-sales experience. When deciding how to write a sales pitch, shift your perspective to see it from your buyer’s point of view – and emphasize what happens after the sale is made.

Your Buyer Only Cares About Results

People are less interested in what your product or service does – and more captivated by how they will use it and the benefits they’ll reap. So, when crafting your pitch, highlight how your prospect will actually use your service after the purchase. This approach helps you create a more compelling narrative that resonates with your buyer. It’s the secret sauce of how to write a sales pitch that truly stands out!

By focusing on the post-sales experience, you draw attention to the best part of the process: actually getting the goods and seeing the benefits.

Paint Them a Picture

Imagine you’re selling a software solution. Instead of delving into all the technical features, paint a picture of how much easier your prospect’s life will be once they’re using it. Show them the transformation – the time saved, the hassle reduced, the efficiency gained. This narrative can create a sense of urgency and make your pitch more impactful.

Get Personal

Another important aspect of how to write a sales pitch is to make it personal. Connect with your prospect on an emotional level. Share success stories or case studies of similar customers who have benefited from your product. This makes your pitch more relatable – and capitalizes on the value of 3rd-party endorsement.

Mastering how to write a sales pitch is really about shifting the focus from what your product is to what it does for the customer post-purchase. By helping them imagine the positive outcomes and real-life applications, you can craft a pitch that not only captures interest but also drives action.

And that’s your Hoffman Hack for today.

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Happy Selling!™

Not happy with your cold call response rates? You might want to travel south.

The issue with many cold call messages is that they are all focused on the brain, which is not the ideal place to target when prospecting. We spend so much time trying to build messages filled with value and benefits, but before we can get someone interested, we have to get their attention first. And what better way to do that than by talking about the only topic they care about: themselves.

Focus on the Prospect

To improve your cold call response rate, resist the temptation to jump straight into a value proposition or elevator pitch in your initial contact. Instead, focus on the prospect. By making them the center of the conversation, you can capture their attention and pave the way for a more meaningful dialogue.

Build a Personalized Script

When crafting your cold call script, start with a personalized approach. Address the prospect by name and reference something specific about their business or industry. This shows that you have done your homework and are genuinely interested in their needs. Personalization is key to increasing your cold call response rate.

For example, instead of saying, “Our product can help you increase efficiency,” try, “I noticed that your company recently expanded its operations. How are you managing the increased workload?” This personalized touch makes your message more relevant and engaging, increasing the likelihood that the prospect will respond.

Get Curious

Next, as you chat with your prospect, make sure to ask open-ended questions. Encourage your prospect to share more about their challenges and goals. This helps you gather valuable information and also demonstrates that you are interested in understanding their unique situation.

Boosting your cold call response rate involves shifting the focus from your message to the prospect. By personalizing your approach and making the conversation about them, you can capture their attention and set the stage for a successful interaction.

For more Hacks, check out our YouTube page.

Are you looking to inspire more engagement on your next discovery call? 

Well, you might want to slow roll the talk on their project a bit. 

I know we’re anxious to get into the meat of the meeting and talk about the project at hand, but the truth is, as soon as we do that, we’ll be mired in such detail that it’ll be very hard to really get above the clouds and get into the real value and meaning of why they’re making a change. 

So want to do what I do? 

Resist the temptation to jump into the details on their project for at least the first 15 minutes of your meeting, and instead, focus on the larger activities going on in the organization so that context is yours when you start to move the opportunity down the pipe.

For more Hacks, check out our YouTube page.

Wondering how to build rapport in sales?

Building trust and connection with your prospects is essential for successful closing. Instead of diving straight into their pain points, try a different approach.

Many sales strategies emphasize “selling to pain,” but constantly focusing on pain can make your prospects feel like they’re at the dentist—something they’d rather avoid.

Instead, initiate your conversations by highlighting the positive aspects of their business. Acknowledge their growth, expansion, and the strengths of their products. This creates a more positive atmosphere and helps you build rapport in sales effectively.

Once you’ve established a good connection and there’s a sense of trust, you can gradually transition into discussing areas where they may need help or improvement. This approach not only makes your prospects more comfortable but also shows that you genuinely care about their success.

When seeking to build rapport in the sales process, it’s important to listen actively to your prospects. Remember to be a student – curious, calm and attentive. Show genuine interest in their challenges and achievements. Ask open-ended questions that encourage them to share their experiences and opinions. This not only helps you understand their needs better but also leverages social paradigms to create a higher Social Value™ for you.

Remember, building rapport in sales is not just about closing deals; it’s about fostering long-term relationships. By focusing on the positives first, you can create a strong foundation for meaningful conversations that lead to successful outcomes.

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Are you having a hard time getting your customer’s cell phone number?

How about try a minor major close? 

Minor major close is a close you use when you want something pretty major, like a cell phone number, but you get it by making it seem like it’s no big deal. 

And how do we do that? We do that by offering our number first. If I’m going to give you my number and it’s no big deal, then me asking for it shouldn’t be a big deal either. 

So why not do what I do? 

Wait until you scheduled a meeting or some significant call to action or next step. Once you have, say the following to your customer, “Are you in front of your computer, Bob?” 

“I am.”  

“My cell phone number is (617) 555-1212. What’s yours?” 

And wait and see just how many cell phone numbers you’re going to start to get with this little approach. 

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Want to know the best way to close for a meeting with a prospect? It doesn’t need to be difficult!

The answer is in using what is known as a direct close. 

Your direct close for a meeting will need to include two things beyond just closing for the meeting. You will need to be transparent and clear on when this meeting request expires. For example, are you asking to meet sometime within the next week? Next, you should specify how long you intend for the meeting to last. People can’t agree to anything unless they know what they’re agreeing to, so being vague about timing or commitment will work against you in this moment.

So next time, instead of saying, “When are you free to meet?” Say, “What is the easiest way to schedule 30 minutes on your calendar this week?” This way the prospect knows up front how long the meeting will last and in what timeframe you want the meeting to occur. Armed with this information, there’s very little friction that would prevent the prospect from saying “yes.”

By giving the customer that level of specificity, you will make it easy for them to make a decision. And as far as I’m concerned, when I’m closing for meetings, I prefer to leave all the ambiguity to the side. 

Closing for a meeting is a vital step in the process of progressing a deal into the pipeline. Practice these tactics enough and they will become second nature.

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