The sales hack that’ll help you close more prospects

Let's talk about the art of the delay, and how you can apply this to sales.

The “Art of the delay”, in other words, is how you set and close a follow-up.

So here’s a scenario where you can apply this.

Let’s say it's a business that you're selling to and there's a business partner involved that's not on the call. Like for example, their wife, or spouse, or whatever.

So there’s another decision maker, or maybe you're selling B2C and you're talking to somebody in a high ticket deal like I'm doing, and you know that the spouse isn't present so you need to address the spouse.

So they're going to tell you something along the lines of:

”Yeah, this sounds great, totally all in, but

got to talk to my wife or whatever it might be.”

So, I recommend you use a talk track, which is what we like to call it in sales.

So I’ll read you something that I use, and you can use as well:

“Let me pause you there for a second.

I got to head off here in a few, and I don't actually want you to make a decision on this

call right now.

I want you to think about it and make sure it's the right thing for you before making

any decisions.

Okay?”

See, so what you're doing here is you're still in control of the call, you're still in command.

But you just didn’t put the ball in their court.

You did not ask them to make a decision.

And that's key!

So I just wanted to point that out before we move on.

Now comes the second step, here’s what you can say:

“Let's set up a time to iron out the rest of the details tomorrow and then we can figure

out if it's the best thing for you to be moving forward.

So I have a 2 PM or 4 PM open tomorrow.”
—

So again, what we're doing here, is leading them.

We gave them an option to close.

Like, do you want to do 2 PM or 4 PM?

But you want to make sure we get them back on the schedule.

And then once they say, say they tell you 4 PM, you're going to say: “Are you 100% sure that 4 PM works?”

“Okay, great. Let's do 4 PM. I'll send you the calendar invite”

Just make sure that they get it.

And then you can ask him,

“Hey, you know, short from getting hit by a bus or something like

that, let me know if anything comes up prior to that call where you can't make it, or you might have to reschedule or something like that.”

The reason you do this is because you want to make them recommit.

Because a lot of times in sales, especially if they know the price at this point, you're

going to be at risk of them ghosting you.

With that said… Have a good one!