How to End the Sales Conversation Without Losing the Sale
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Our instinct to land a paying client during the sales conversation subconsciously directs our thinking to keep the sales conversation constantly moving forward – so we don’t lose momentum and lose the potential client.
When an initial sales conversation with a prospect runs out of steam and feels like it should reach a conclusion, we often fill that awkward moment with:
Do you have any other questions I can answer for you?
That prompts them to respond along these lines of: “No, I think that pretty much covers it... thank you for your time.”
At that point, you might feel a sense of relief that you avoided an awkward moment that would’ve left the conversation on a cliff hanger.
You might even reassure yourself that you didn’t overtly pressure them, and you didn’t hear them say their “not interested.”
But the truth is that you may have lost the sale by asking that question.
It’s as if you were two ships that passed each other, destined to never pass each other again.
I’ve explained elsewhere how important it is to keep your initial sales conversations problem-centric, and not solution-centric.
Being problem-centric allows you to get to the truth of your prospect’s problem, helping them understand the depth of their underlying factors, or root causes, which are typically bigger and more complex than they initially thought.
But assuming you stay problem-focused, you get to the bottom of their issues, and you help them reach their “aha” moment where they understand their problem in depth... and you still reach the “what next?” part towards the end... this is what you might say:
Where do you think we should go from here?
That phrase elegantly puts the ball back in their court.
It opens the door to a next step but doesn’t pressure them, keeping the sale alive but without triggering the usual shut-down responses.
When you build trust in your sales conversation, and you ask this bridging question towards the end (instead of “Did you have any other questions for me today?”), nine times out of 10, you’ll hear the magic phrase you’ve been waiting for: “What’s your process from here?” or “How do you work?”.
Now you can explain how you work, without triggering any trust barriers.
And you’ve significantly increased the chances of them coming on board with you as a new paying client.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for financial advisors. His newest book, “Unlock The Sales Game” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary client growth consultation with Ari or one of his trust-based consultants. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.