Erika Jones, CFO, CCTAProfit First Professionals · Certified Fractional CFO and Profit First Professional

Closing The Sale | Dan Lok's Advice #shorts

12 Feb 2023 · 0 min

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0:18

In this concise sales‑training clip, two speakers break down a powerful closing technique inspired by Dan Lok. They advocate starting the sales meeting by asking the prospect, “What motivates you to meet with us today?” This question serves three key purposes: it extracts the prospect’s underlying motives, provides valuable intel without pushing a solution, and encourages the prospect to dominate the conversation, speaking 80‑90% of the time. By letting the prospect talk, the salesperson gathers insights that can later be used to tailor the pitch, ultimately increasing close rates.

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.