Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

Use This Technique To Close SaaS Deals On Time - Part 2

Name: Use This Technique To Close SaaS Deals On Time - Part 2
Uploaded: 2023-10-12T20:34:06+00:00
Duration: 42 s
Channel: Adam Kay
Description: This video (Adam Kay) explains a practical closing technique for SaaS sales: when a buyer gives a firm buying signal, ask "What happens next?" — and then…

12 Oct 2023 · 1 min

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This video (Adam Kay) explains a practical closing technique for SaaS sales: when a buyer gives a firm buying signal, ask "What happens next?" — and then ask it again. The speaker demonstrates the approach with a customer-reference example: offer to arrange the reference, then ask what remaining steps would need to occur after the reference call, and follow up once more to surface any further requirements that could delay or block the deal.

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Your next default move when you receive a firm intent to buy or a firm buying signal is to ask what happens next? Twice. So, first example is a customer reference. Your customer asks to speak to another customer of yours in an effort to de risk the situation. So here's how you would tweak that question for that circumstance, we are happy to arrange a customer reference for you to speak with. Let's say we did that and you were satisfied with it, you got what you wanted out of that call, and you felt great about it. What other steps would still have to take place before we move forward with this partnership together? After that? And let them answer. And after they answer, is there anything else that would have to happen after whatever it is they just said.