Diane GardnerFounder, Adept Business Solutions · Profit First Professional

Closing The Sale | Dan Lok's Advice #shorts

12 Feb 2023 · 0 min

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In this brief sales coaching clip, two speakers demonstrate a powerful closing technique: asking the prospect, “What motivated you to meet with us today?” They explain that this question uncovers the prospect’s true motives without pushing a solution, allowing the salesperson to gather intel. By focusing on the prospect’s motivation, the conversation shifts so the prospect does the majority of the talking—about 80‑90%—which positions the seller to better understand needs and close more effectively. The exchange is instructional, emphasizing the value of open‑ended, motive‑focused questions and the importance of letting the prospect lead the dialogue.

That's it. What motivate 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 what 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.