This One Tip Helps Salespeople Close More Business

Posted by Dave Kurlan on Tue, Jul 13, 2010 @ 07:07 AM

doors optionsWhen attempting to close sales most salespeople have a tendency to use either a good/better/best, option A/option B, or price 1/price 2 method of proposing and/or presenting.  Everyone likes options, right?  Yes, people love options.  The only problem is that options prevent most people from being able to make decisions.  In their new book, Switch - How to Change Things When Change is Hard, Dan and Chip Heath provide statistical evidence that people, when presented with options, go into paralysis.  And the paralysis gets worse as the number of options increase.

Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball (2005), points to the importance of identifying the compelling reasons why someone, or some group, or some company would buy and buy from you.  It points to the importance of demonstrating your expertise and differentiating yourself from your competition by asking good, tough, timely questions.  It points to the importance of identifying whether the prospect is able to spend the money that solving their problem requires.  Those accomplishments provide the information for you to present a single, ideal, needs and cost appropriate solution.  If you are indeed an expert and you did ask the right questions and listened effectively, then there is only one possible ideal solution.  Present more than one and you cause a prospect to question your expertise.  Worse, you provide them with something to think about. 

Make your solution ideal, both in terms of it being needs and cost appropriate, with no options, and if you did what you were supposed to do throughout the sales process you will make it easy for your prospect to make a quick decision.

Speaking of books, Driven - A How to Strategy for Realizing Your Potential, written by my friend and the founder of Landslide, Razi Imam, was released today. I thought the book was really worth reading for some new perspectives on how you can improve performance and have a greater level of success.

Topics: Dave Kurlan, Sales Force, closing tips, driven, switch, heath, salespeople

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Sales & Marketing Hall of Fame Inductee

Leaading Sales Consultants 2018

Top Sales & Marketing Awards 2017 - Article/Post - Gold
 Top Sales & Marketing Awards 2017 - Assessment Tool - Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader