Instead of waiting for prospects to raise concerns, proactively bring up potential issues and objections. This demonstrates fearlessness and courage, building trust and positioning you as a confident partner rather than a salesperson just trying to close a deal.
Before submitting a formal proposal or bid to a new prospect, send a link to a simple webpage with short intro videos of each team member who would be involved. This "warms up" the audience, building familiarity and a personal connection before you even present your solution.
Begin sales calls with a prepared statement that you are unattached to the outcome. This comforts the prospect, letting them know they won't be chased or pressured. This encourages them to share more openly, leading to a significant increase in closing percentages from 22% to over 40% in one client example.
Car alarms rarely signal a real theft and mostly just annoy people. This is a metaphor for outdated sales tactics. If a technique only perturbs prospects without providing value or signaling a real need, it has become meaningless noise and should be abandoned.
Instead of a traditional closing question, end the sales cycle by stating your position: that you want to work with them and are confident in the outcome. This levels the power dynamic, reframing the close as a mutual decision between partners rather than a salesperson asking for an order.