Christie JungeA Plus Solutions Inc. · CEO | Profit First Professional

Closing The Sale | Dan Lok's Advice #shorts

12 Feb 2023 · 0 min

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0:18

In this brief sales coaching clip, the speakers discuss the power of asking prospects, “What motivates you to meet with us today?” as a key question to uncover the prospect’s motives and gather intelligence without pitching a solution. By posing this open‑ended, motivation‑focused question, the salesperson encourages the prospect to do the majority of the talking—about 80‑90%—which provides valuable insight and keeps the conversation prospect‑centric. The technique is highlighted as a powerful, solution‑free way to steer the dialogue toward closing the sale.

That's it. What motivates you to meet with us today? Now, why is that question so powerful? Because that question gives you some information, some intel. It tells you what are their motives, right? Why, it's just like, why are we having this meeting today?
And the other thing is he's talking about what motivated you. It also doesn't imply your solution.
Then the prospect would do 80, 90% of the talking. And that's a great point.
You should do— when you do that, the prospect does the talking. That's what you want. There's a real simple sales lesson: ask questions and listen. If you follow that, you'll close more sales than ever before. When you ask what motivated them, you're going to be positioned to listen to their feedback, and they are in a position of control too, which is good.