Did you know that time kills deals?
Think back to a time when you really wanted something, but didn’t want to spend the money at the time.
You probably thought to yourself “I’ll get that product as soon as I get paid!” Which sounds reasonable enough, right?
So then you get paid and go back to look at the same product (that you still love). But that very same thought creeps back into your head, just with the added “Well I’ve lived this long without it, so I can put this off until I get a bit more money in my account.”
Can you guess what happens the 3rd time you look at that product?
You’re right, you never end up buying the product because from the time you initially saw it until now you’ve already spent that money on other things!
This entire process that you just went through is called “deal fatigue“, and let me tell ya…it’s a killer!
“The longer the sales process, the less chance you have at closing the deal.”
Jake Martincic
At this point you might be asking yourself…
“How can I avoid deal fatigue?”
That’s a great question! You need to find a way to create urgency in your deal, and this can be done a number of different ways.
- Offer a limited time promotion
- Offer a one-time discount if they buy now
- Show the buyer the cost of doing it later
- Show the buyer what it costs them NOT to buy
- Show them again how you can help them improve their situation now
There are a lot of ways that you can create urgency in a deal, and you need to find different ways to do it, or risk losing a deal to father time.
A great question to ask in your initial conversation would be “When would you like to have this problem solved?”
Most people don’t want to let problems fester, and it’s always a better idea to solve a problem sooner rather than later. Would you agree with that?
Good, so would anybody with a reasonable mind! The bottom line is if the buyer is even talking to you, they have interest in your product.
If you have 6/7 pieces needed to close, the last piece is URGENCY.
Your only job now is to give the buyer a good reason to make this decision today instead of putting it off!
Once they buy your product, they get value from you for the first time, and their problem is solved. So when you really look at this, the close is not for YOU as the seller…
The close is for the customer!
-Jake Martincic
P.S. To get access to the single best sales training platform in the universe, request more info on my home page and I’ll connect with you to show you what’s inside Cardone University.
Within the 800+ video lessons and recorded webinar trainings, Grant covers the entire sales process and closing in extreme detail.
Understanding sales and communication is like peeling an onion…there are many more layers that you will need to peel back over time to truly understand what’s going on in the sales process, and also other people’s minds.
So if you’re ready to get a little weird, and also make a lot of money, check out Cardone University!
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