Is there one word that can close the deal for you every time? Grant Cardone thinks so. Earlier this year, he wrote a post on his site that explained how you can increase your sales and reach your quota by the end of the year – simply by considering this one word. What is the word?
Why. That’s right. The answers to this simple 3‑letter word will help you close your deals. Cardone explains you must know the ‘whys’ in any transaction. If a prospect or a client has agreed to meet with you or listen to your proposal, it’s because they have a problem they need to solve. To be successful, you must take the time to understand motivation — the 'why' of the situation.
For example, if you’re meeting with a bookstore operator, try to find out why she agreed to the meeting. You’ll need to ask a number of questions. For example, find out why is she agreeing to meet with you at this specific time. As we enter the busy holiday season, many retailers, not just bookstore operators, are being ‘Amazoned.’ They’re hoping to hear something from you that will help them put their sales on an upward swing. Maybe they want to advertise discounts, or a loyalty program or a special event to increase foot traffic. Cardone recommends that you keep asking questions, diplomatically, until all of the prospect’s hopes and concerns come to light.
At that point, you can recommend solutions. Maybe you can sell both digital and traditional advertising to help the client achieve her goals. She might also need your digital marketing services to connect with customers who’ve been rushing by her store instead of stopping in.
The point is, once you take the time to understand why a prospect or client is reaching out, you’ll be able to meet her needs and close the deal.