Hard closing tactics from movies don't work anymore. A soft close gauges real interest and cuts ghosting, but 75% of sales calls skip both the soft close and any ask. Practice it like a pro, don't wing it.
You know what you're thinking about today, somebody else thought about yesterday. Okay, that's like a Glengarry Glen Ross type of sales technique or a Wolf of Wall Street kind of sales technique. And no offense to Jordan, he's awesome. Just be thinking about this, friends. Are you really going to get a long ways with the aggressive nature of that type of soft close? That's not what I'm looking for. What I'm looking for and what I hope you're looking for is to gauge the person that you're meeting with. Find out really where they're at so you don't leave the meeting thinking they're great and they're really a 2 on a scale of 1 to 10. Would you be surprised to know that greater than 75% of the sales meetings that I listen to, the sales calls rather, that I listen to, number one, people don't ask for the order, and number two, sales reps don't do a soft close. They don't gauge the water. Once I started doing that, I reduced ghosting because I determined that about 10% of the time, The person that, you know, felt like the meeting was great, quite honestly, what happened is they just actually weren't getting anywhere, and the person didn't want to tell them no because they were nice, so then ghosting was the only natural next step. So, don't forget, friends, be great at your soft closes, be great at making sure it's a part of your total sales process, and then you need to practice it. Remember, amateurs wing it and professionals practice.
