Jake Burhans says closing a sale requires a clear offer and agreement, not just a good conversation. Most people resist decisions, so you need to identify who the actual decision makers are. Surface the reasons the buyer already gave you for wanting the solution, then guide them toward yes.
There's a difference between being able to talk to a seller and have a good conversation and get information. That's great. That's not closing, right? Closing is when you make the offer. After that, can you get them to sign the agreement, right? People hate making decisions. They don't like to make decisions. That's why being a leader is tough, 'cause all you have to do is make decisions all day long. But people don't like to make decisions. So it's your job as a salesperson to, that's why you did all the stuff in fact find and all these things, right? You probably heard of the 4 pillars, condition, timeline, motivation, price. I say there's 5, I add decision makers. And you're not forcing them, but you know, you're just bringing up the reasons they had already stated of why they wanna do it.
