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5 Ways to Stop Talking Past the Close
Have you ever caught yourself doing it? You deliver a great presentation, think that your prospect is with you, but you just keep pitching.
Or, you get an objection, you isolate and answer it, but then you just keep pitching -- or worse -- you go to the next rebuttal and start reading that pitch.
Talking past the close is much more common than repeatedly asking for the sale. And why not? It's scary to ask for the deal and be told no. It's much easier to keep pitching, "Maybe they'll just cave and finally hear something they want and buy."
Sound familiar? It should. That's how 80% of your competition is pitching. They are ad-libbing, talking past the close, and even introducing new objections. Want a mess!
Here are five ways to stop talking past the close, so you can spend more time closing, and earning the income to Top 20% do:
1) Record yourself. You've heard me say it before; well here it comes again. Before you can stop talking past the close, you first must begin hearing and catching yourself doing it. One day of recording yourself and you'll become immediately aware of when and how you do it.
2) Use a script. One of the best parts of a well-crafted script is that it ends with you asking for the deal! Listen to your tapes and then craft a good response to the common objections you are getting. Then, stick to your script.
3) Ask for the deal five times. If you give yourself a close quota of asking for the deal at least five times, then you are going to be much quicker in asking for it.
Keep track of this on a piece of paper using stick figures. If 20 minutes has gone by and you don't have any marks on the paper, then you know you're in trouble!
4) Welcome getting a no. So many sales reps are afraid of no's, but you don't have to be. With most sales you've made, you've probably heard some no's along the way, so reframe the way you think about them and realize the truth -- each no gets you closer to a yes. So welcome getting a no. It usually means you're that much closer to getting the sale.
5) Shut up and listen. Force yourself to be quiet after you ask for the sale. Use your mute button or cover the mouthpiece and count to 5 - 1, 1000, 2, 2000, etc. By forcing yourself to remain silent for five seconds after asking for the sale, you'll actually have something to concentrate on rather than fear.
Keep repeating the yourself - "I'm listening now, not pitching." That may sound silly, but try it -- it works.
The bottom line is that the Top 20% know the value of asking for the sale and remaining quiet. You can learn this, too. Make a commitment to use one or all five of the above techniques and soon you'll also be closing like the Top 20%!
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