0:55
Greg Faxon explains why sales calls don't close: you're giving away too much proof instead of diagnosing the problem and prescribing a solution. If your prospect feels relieved at the end of the call, you've already lost them.
Greg Faxon explains why sales calls don't close: you're giving away too much proof instead of diagnosing the problem and prescribing a solution. If your prospect feels relieved at the end of the call, you've already lost them.
If there's one thing that will just kill your sales conversion rate, it's this. I was talking with a client the other day, and his conversion rate's a little bit low. And we're digging into why it's so low. And I asked him one question. I said, at the end of the call with a potential client, are they feeling more relieved than when they start? Are they feeling better at the end of the call than at the beginning of the call? And he said, oh, yeah, they feel great. They're always thanking me. They're saying, like, how good I am at doing this, and they feel way better. And I was like, that's the problem. Too many times in a sales call, we try to prove ourselves and prove our value, and we end up giving away too much. Instead of being the diagnostician, like being a doctor, and figuring out what the problem is, what's wrong, what's the impact of it, and then prescribing a solution, they're not going to necessarily feel better after that. They will feel motivated. And you can get this right and still not close clients if you get ghosted. So see the related video for more on that.
