Kevin SimpsonCPA Web Books · Founder at CPA Web Books

Closing The Sale | Dan Lok's Advice #shorts

12 Feb 2023 · 0 min

Watch on YouTube

0:18

In this brief sales coaching clip, two speakers discuss effective closing techniques. They emphasize asking prospects a powerful question—"What motivates you to meet with us today?"—to uncover the prospect's motives without revealing a solution. This approach ensures the prospect provides most of the conversation (80‑90% talking), allowing the salesperson to gather intel and let the prospect drive the dialogue. The speakers highlight that focusing on the prospect's motivations and letting them talk leads to better insight and a higher chance of closing the sale.

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.