{"id":1192,"date":"2019-08-13T11:48:29","date_gmt":"2019-08-13T11:48:29","guid":{"rendered":"https:\/\/www.rainmakers.co\/blog\/?p=1192"},"modified":"2019-07-16T19:39:11","modified_gmt":"2019-07-16T19:39:11","slug":"sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson","status":"publish","type":"post","link":"https:\/\/rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/","title":{"rendered":"[Sales Class] How to Not Lose a Deal During the Close &#8211; A Lesson by Steve Benson"},"content":{"rendered":"\n<p>Closing deals is not a matter of luck, it&#8217;s about skill, perfecting your sales process, and overcoming any objections that would prevent a deal from closing. <br><\/p>\n\n\n\n<p>According to Steve Benson, it\u2019s the salesperson&#8217;s primary job to uncover the real reason why people are unsure about what you are trying to sell them. He explains to not let a prospect take time to \u201cthink about it\u201d and attempt to follow up with them next week. Mastering how to avoid these \u201csoft rejections\u201d is a must for closing more deals and you need to gauge their interest in the moment and figure out what information they need to hear to better understand the value of your product. <br><\/p>\n\n\n\n<p>What a prospect is hesitant on can be one of three things, says Steve. First, ask them specifically what they are uncomfortable or unsure about &#8212; once you get a better understanding of what they are truly thinking, you can re-engage and go deeper with them on the issue. <br><\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><a href=\" https:\/\/try.rainmakers.co\/becoming-a-rainmaker-course\/\" target=\"_blank\" rel=\"noreferrer noopener\"><img decoding=\"async\" data-src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/View-The-Full-Course-5.png\" alt=\"\" class=\"wp-image-1248 lazyload\" width=\"200\" height=\"40\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 200px; --smush-placeholder-aspect-ratio: 200\/40;\" \/><\/a><\/figure><\/div>\n\n\n\n<figure class=\"wp-block-video\"><video height=\"720\" style=\"aspect-ratio: 1280 \/ 720;\" width=\"1280\" controls src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/Steve-Benson-How-to-Not-Lose-a-Deal-During-the-Close.mp4\"><\/video><\/figure>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>All types of hesitation typically fall into the following three buckets: Fit, Functionality, and Finance.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Fit<\/strong>: Give them a free trial or a demo of your product being used in an environment or with a product that is similar to your lead\u2019s product or environment. Introduce them to a company that is already using your product and make a comparison for how it can be useful to them too. <\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Functionality<\/strong>: If they say they aren&#8217;t sure if it will work for them at their unique company, they may believe there is a risk that your product won&#8217;t work for them or their business. Uncover what they think the functionality risk is and then overcome the objection. They could be worried the product doesn\u2019t work and need to see a demo. Or they could be worried about implementation and that their employees\/customers won&#8217;t use the product &#8211; show other companies implementing the product. Provide references and case studies of other companies using the product successfully.<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Finance<\/strong>: \u201cThis seems too expensive for me.\u201d To overcome this, find out the real objection behind the price objection, since price might not be the real reason. Find out if they don\u2019t think your product is valuable and help them add up the value to show them that your price is fair. Another tip is to show them the cost of not using your product, or how your product will save them time and money. <\/li><\/ul>\n\n\n\n<p>You may find that a prospect&#8217;s concerns fall into several of these categories. Try to narrow down what the primary objection is and focus on educating them in order of what is most important until all of their questions are fully answered. From there, you can continue discussing your service offerings and pricing. <\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Steve&#8217;s Steps to Overcoming A \u201cSoft No.\u201d<br><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Gauge interest<\/li><li>Uncover <em>true<\/em> objection<\/li><li>Overcome objection<\/li><li>Ask questions like &#8220;if I can prove to you that you can master the product within a week, would you buy the product?<\/li><\/ul>\n\n\n\n<p>Through your questions and by reading into the prospects answers, you can uncover additional objections and address them as needed. Remember to include why your product is a good fit, how it will function properly to fit their business needs, and why it is a smart financial decision to use your product.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><a href=\" https:\/\/try.rainmakers.co\/becoming-a-rainmaker-course\/\" target=\"_blank\" rel=\"noreferrer noopener\"><img decoding=\"async\" data-src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/View-The-Full-Course-5.png\" alt=\"\" class=\"wp-image-1248 lazyload\" width=\"200\" height=\"40\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 200px; --smush-placeholder-aspect-ratio: 200\/40;\" \/><\/a><\/figure><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Closing deals is not a matter of luck, it&#8217;s about skill, perfecting your sales process, and overcoming any objections that would prevent a deal from closing. According to Steve Benson, it\u2019s the salesperson&#8217;s primary job to uncover the real reason why people are unsure about what you are trying to sell them. He explains to [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1258,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-1192","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-skills"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.9 (Yoast SEO v26.9) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to Not Lose a Deal During the Close<\/title>\n<meta name=\"description\" content=\"Closing deals is not a matter of luck, it&#039;s about skill and perfecting your sales process. Steve Benson is here to help with these tips and best practices:\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[Sales Class] How to Not Lose a Deal During the Close - A Lesson by Steve Benson\" \/>\n<meta property=\"og:description\" content=\"Closing deals is not a matter of luck, it&#039;s about skill and perfecting your sales process. Steve Benson is here to help with these tips and best practices:\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\" \/>\n<meta property=\"og:site_name\" content=\"Sales Career Advice\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/rainmakersonly\" \/>\n<meta property=\"article:published_time\" content=\"2019-08-13T11:48:29+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/how-to-not-lose-a-deal-during-the-close.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"628\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Michael Ferguson\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@rainmakers_only\" \/>\n<meta name=\"twitter:site\" content=\"@rainmakers_only\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Michael Ferguson\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\"},\"author\":{\"name\":\"Michael Ferguson\",\"@id\":\"https:\/\/44.214.167.74\/blog\/#\/schema\/person\/0dc49dc212498c67c51bf211fb7b4fcf\"},\"headline\":\"[Sales Class] How to Not Lose a Deal During the Close &#8211; A Lesson by Steve Benson\",\"datePublished\":\"2019-08-13T11:48:29+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\"},\"wordCount\":574,\"publisher\":{\"@id\":\"https:\/\/44.214.167.74\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/how-to-not-lose-a-deal-during-the-close.png\",\"articleSection\":[\"Sales Skills\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\",\"url\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/\",\"name\":\"How to Not Lose a Deal During the Close\",\"isPartOf\":{\"@id\":\"https:\/\/44.214.167.74\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-how-to-not-lose-a-deal-during-the-close-a-lesson-by-steve-benson\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/how-to-not-lose-a-deal-during-the-close.png\",\"datePublished\":\"2019-08-13T11:48:29+00:00\",\"description\":\"Closing deals is not a matter of luck, it's about skill and perfecting your sales process. 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