The Win Rate Podcast with Andy Paul Confident First Impressions and Joy In The Closing Process
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Dec 4, 2024 Bob King, author of 'The Joy of Closing,' and Mason Dettloff, Co-founder and COO at Praction, dive into the art of closing in sales. King shares insights on building trust and the emotional aspects of closing, while Dettloff discusses the importance of personalization and genuine connections with clients. They stress the significance of first impressions and how sales professionals can increase their confidence and effectiveness. The conversation emphasizes evolving closing techniques to align better with customer needs and enhance long-term loyalty.
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Consultative Closing Differs
- Consultative selling involves building consensus among multiple stakeholders over time.
- Closing here means enabling buyers to decide rather than hard closing at once.
Belief Amplifies Closing
- Closing involves making buyers feel both the pain of their current state and the pleasure of your solution.
- Belief in your solution amplifies every part of the sales pitch and impacts success.
Highlight Pain and Pleasure
- Highlight the pain of the customer's current situation and the pleasure your solution brings to motivate buying.
- Many salespeople miss this key confrontation that differentiates value-selling.
