Dave WordenTriumph Business Solutions · Founder

Closing The Sale | Dan Lok's Advice #shorts

12 Feb 2023 · 0 min

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In this brief sales coaching clip, Speaker A demonstrates a closing technique by asking the prospect, “What motivates you to meet with us today?” This question is highlighted as powerful because it extracts the prospect’s motives without presenting a solution, allowing the salesperson to gather intel. Speaker B reinforces that focusing on the prospect’s motivation avoids implying a solution too early. The dialogue emphasizes that such questioning leads the prospect to dominate the conversation—talking 80‑90% of the time—which is presented as an ideal scenario for understanding needs before pitching.

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?
Another 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.
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.