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 1

Name: Use This Technique To Close SaaS Deals On Time - Part 1
Uploaded: 2023-10-11T18:02:04+00:00
Duration: 54 s
Channel: Adam Kay
Description: Short sales-training clip (Adam Kay) advising that when a buyer gives a firm buying signal, the salesperson should ask "what happens next?" twice to map…

11 Oct 2023 · 1 min

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Short sales-training clip (Adam Kay) advising that when a buyer gives a firm buying signal, the salesperson should ask "what happens next?" twice to map the complete path to signature. Buyers often list only the next one or two steps; a second prompt reveals additional steps so the salesperson can qualify the remaining process and manage the closing motion more effectively.

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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. Your job is to qualify the rest of the process and the series of steps that come after fulfilling whatever it is your customer is asking for within their buying signal. In other words, what comes after what they're asking for? After you've acknowledged the firm buying signal, your question is then, more or less, what still needs to happen from here before we move forward together? And then you want to make sure you follow that up one more time with what comes after that. You want the whole picture. You want the path to signature from here. And usually your buyer is only going to answer with the next maybe two steps or so. And so if you prod them one more time, you'll get a little bit more insight and you'll be able to manage the closing motion more effectively.