Setup and close - Ryan's Sales Tips

SALES TIP – THE SETUP AND CLOSE

SMALL WINS EQUAL BIG WINS

I love this one and I talk about it all the time. It’s one of those things that often doesn’t get talked about enough because it seems complicated or maybe it’s difficult to explain but it is really not that complicated.

When you think of a great call, most people go right to the end of the call. They think about the “close”. How many stories have you heard about “the close”? You know the saying, “A,B,C. Always be closing” (Thank you Alec Baldwin).

Don’t get me wrong, the big close is important but when I think of great sales calls, I think about all of the small closes. The best sales calls are always made up of a bunch of small closes and understanding this will help you sell more.

→ Check out my sales tip titled – Dialling sucks. Here’s why you need to dial more. It’s all about how more activities will give your more opportunities to learn and grow into a better salesperson.

For some sellers, this comes naturally and I guarantee you that your best sellers are always doing this whether they know it or not. Plain and simple, you need to always be thinking about your end game.  You need to understand what you want from the call and how will you get there? Maybe it’s a demo booked, maybe it’s closing a key deal or maybe it’s a piece of information that you needed to move a deal forward.

So, make sure you know what you want before you get on the call.

KNOW WHAT YOU WANT

Next, you’ll need to figure out how you’re going to get there. Let’s say you’re a Sales Development Rep (SDR) and your job is to book demos.

You can’t just pick up the phone and book the demo (big close). You will need to add value throughout the call with small closes.

Here is a sales tip, in a tip.

The easiest way to understand what a prospect truly values is to have them tell you. Small closes will get you there. It sounds simple enough but no one does it.

CHECK OUT THIS EXAMPLE OF A SETUP AND CLOSE:

It’s a very simple setup.

Setup Question-

Is there anything that your current “whatever your solution is” doesn’t do that you really wish they did?

With this setup you will usually get something valuable out of the prospect’s reply.

Now, let’s say they tell you that their [current solution] is missing a feature.

Here’s the close –

Funny you say that, our [insert missing feature] can help you [insert value prop].

With this example, it is important that your solution can actually outperform the incumbent.

This is a very small and very simple example of a setup and close. It’s a small win and it works. The takeaway here is that you always need to be thinking “setup and close” throughout the call. And believe me, the small closes will always get you the big closes.

Ryan's Sales Tips - The Setup and Close sales tip

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Talk soon — Ryan

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