This is a YouTube video titled "Use This Tactic if You Want to Stop Only Closing Lay-Downs... | Matthew Ryder" containing a monologue by Matt Ryder recorded in September 2023. In this content, Matt Ryder discusses sales techniques, specifically focusing on commitment phases and how to engage potential buyers effectively without direct closing pressure.
Commitment phase is getting that person to go through a series of questions that get them more bought in on the presentation. We're not saying, do you want to buy? We're not option closing them because they're not morons. Option closes, work on 4 year olds or people who are going to buy anyway. And I don't believe that asking for a sale is really any good in any environment. So the way that we do it is we go, do you feel like this could be the answer for you now? Because I'm asking it that way. The likelihood of them saying no is astronomically low. They might say yes, but. And, and then as soon as they say yes, I interrupt them. I don't want them to finish the thought. If someone says something hyper productive and I challenge them on that. I used to push back on people. They go, no, I think I really need to do this now. I go, you don't have to. Like, no one's going to make you do this. You might be that New Year, new Me guy that everyone talks about. That'd be cool. They go, nah, I've done that before. It never works out. I just really need to do it now. All right, calm down. Right. So like, just by me, like pushing back on the tiniest bit, it makes them dig into the idea even harder. It's a phenomenal tactic that works everywhere, not just in the sales.
