Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it.

Understanding Human Behavior

• One of sales's most fundamental and overlooked aspects is understanding human behavior.

• Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction. 

• By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals.

The "Close File" Strategy

• The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects.

• I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed. 

• This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses.

Why It Works

• The success of the "Close File" strategy lies in its psychological underpinnings. 

• People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention. 

• This method cleans up your pipeline and accelerates the decision-making process for leads.

“The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly.

Resources

LinkedIn Sales Navigator 

TSE Sales Mastermind Class

TSE studios

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.