You feel good about the customer you’re talking to. You feel like they really want what you have to offer. Based on your feelings, you quickly proceed to lay out an offer for your customer, but suddenly, the customer starts throwing out objections. You go from feeling excited about making your quarterly quota to feeling hopeless.
Learn more about when to close a sale in my video:
If you talk to 10 people about this issue, you’d probably get 10 different theories about how to solve it. The solution does not have to be complex. The answer boils down to simply answering this one question: do you know what challenge / issue / opportunity the customer is trying to solve? Until you have the answer to that question, you will not be able to close the sale. Let’s not kid ourselves – customers don’t want to buy anything. What customers truly want
