The Perfect Close: Step By Step Guide (95% Success Rate!)

James Muir is the author of The Perfect Close and on today’s episode of the Salesaman Podcast shares how two simple closing questions can lead to a close rate of 95%.

You'll learn:

 

  • Ask for the business without it getting all weird…
  • The structure of “the perfect close”
  • What to do if the prospect says no to your first attempt at closing

 

Time stamps for audio version of show:

  • [00:42] – Intro
  • [02:15] – Do sales professionals close enough of their qualified prospects or are they leaving money on the table?
  • [04:17] – Why do we waste so much time with unqualified buyers?
  • [05:42] – Should “the close” come out of nowhere or should we be setting it up as we go through the sales process?
  • [10:33] – Do you have to love what you’re selling to be able to confidently close?
  • [17:09] – What does “change the scope” mean in sales?
  • [18:35] – The structure of the perfect close
  • [27:14] – Why “closing tactics” will backfire against a professional buyer/procurement executive
  • [33:40] – What to do when the prospect isn’t ready to close
  • [42:24] – Wrap up

 

Resources mentioned:

 

Transcript:

Coming soon.

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