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The Best Salespeople Do This

Name: The Best Salespeople Do This
Uploaded: 2025-11-08T21:45:03+00:00
Duration: 35 s
Channel: Shanli Liu, CPA, CTP
Description: In this concise sales‑training monologue, the speaker explains why top‑performing salespeople close more deals: they ask for the sale more often than…

8 Nov 2025 · 1 min

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In this concise sales‑training monologue, the speaker explains why top‑performing salespeople close more deals: they ask for the sale more often than anyone else, but they do it the right way. The core process involves three steps before the next sales ask: (1) acknowledge the prospect’s statements and repeat them back to show understanding, (2) associate the prospect’s concerns with the benefits of the product or service, and (3) ask a direct question about the prospect’s main concern. By following this sequence, a salesperson can increase the number of asks without alienating the prospect, leading to a higher close rate.

Chapters

The people who close the highest percentage of sales, what do they do? They ask for the sale more times than anyone else. Now, here's the problem with that. If you ask more times than anyone else the wrong way, you'll get prospects to hate you. And if prospects hate you, they won't buy from you. And so the first thing you do is you acknowledge what they say. You repeat back to them. You say, totally understand you want to think about it. Now, associate it. That makes you just like some of the people who make the best decisions and get the best results from our stuff. Let me ask you a question about that. What's your main concern? Rather than try and immediately hit them with whatever your obstacle overcome is going to be, acknowledge, associate before making the next move in the conversation. And you'll close way more deals because you'll be able to ask way more times without pissing people off.