Do you want to maintain high-performance consistency? Here’s a field checklist of 7 essential sales elements you need ensure are in your next sales call, any drop in performance will be due to a decline of one or more of these points.


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How do you design your dialogue in order to have your people experience your product as though they already own? The more they take ownership, the easier the close. Car salespeople want you to “test drive” Clothing stores want to “try it on” Because this takes the people from view a product to owning it or logical to the emotional buy-in. When you’re driving the car or wearing the clothing you are experiencing the product in the present tense, you go from how is it made / performance (logical) to how do you look? what will people think? The ego kicks in, how do we achieve this in dialogue?


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Are you a blockbuster movie or a documentary when you talk?. Do you draw them into the point they are no longer in a presentation or are you like that math teacher back school on a sunny afternoon where your people struggle to stay awake? If there not engaged your probably talking at them, like they are really not included, at the end they will respond with “that was interesting but....”  It’s about how you ask questions, it’s about illustrations and relevant third party stories and it’s about the way you listen.


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You need urgency in a buying decision or they are going to “think about it” why because that’s the logical thing to do. Urgency carries emotion, carries buying decision, like in retail “only while stocks last, final winter clearance” blah blah, old ideas but still used, because tech has developed, people have not....expand


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Everyone’s doing it, that’s why you’re were so busy. You have a lot on. Because If you’re not busy and don’t have a lot of work on the go, you can’t be that good at this. ...Also third party stories, gives empathy and helps them to understand their concerns have been dealt with many times, nothings new, no drama.


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The more value you build, the lower your costs are perceived. Establishing more value than your asking price in (tangible terms) money saved and (intangible terms) saving time effort stress and money. Fear of loss - is greater than the desire to gain (you will feel more aggrieved if I took $20 from you than the pleasantry you would feel if I gave you $20). So what are they losing by not going ahead, is it money, time, ego, health?


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Always talk as though it’s already happened, they are already using or own your product. People are shy of new ideas so install your product in their minds and at the point of close its a more natural progression.


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If you want to sell more, stop asking. If you have a solid presentation and the signs are good, you can assume they are smart enough to follow you in. In reality, they have already made the decision, you just need to get it out of them. Don’t ask a yes or no question, they will only delay “think about it, get back to you. Use an assumptive close, your default should be, they are going ahead unless they choose to stop the process. More of the tetering prospects will follow you, the straw that broke through, You ease the burden of making a decsion because it's already made. That's the power of the asssumtive close.