Salesperson: So, we agree with this plan. Shall we begin?
Posted: Tue Jan 21, 2025 6:09 am
Salesperson: This is the plan that meets all the points you asked me for. Shall we begin?
Prospect: Not yet. But I'll talk to you again in about six months.
The goal can't wait, right? So, to avoid this, the door to urgency needs to be closed moments before, as we show below.
Salesperson: Is this solution I'm going to present to you what you need right now?
Prospect: Yes.
Once he says “yes” to this question, it indicates that the sale is for now, not half a year from now.
Door of authority open
Finally, we arrive at the door of authority which, when not closed, causes the representative to have the sale interrupted due to the existence (or not) of a partner.
Prospect: Not yet. I need to check with my partner first and then I'll talk to you.
If there is a partner who participates in the decision-making process, the seller's mistake is not having invited him to participate in the final stage. Therefore, in the meeting before the proposal presentation, the seller should ask the following questions.
Salesperson: Are you the one who makes the final purchasing decision?
Prospect: No, I have a partner.
Salesperson: I see. So, can you call him for the indonesia whatsapp data proposal presentation meeting?
Prospect: Yes.
Thus, during the presentation of the proposal, the authority's door is closed, as those who will say “yes” or “no” will be present.
Important: If the prospect does not tell you the reason for the open door, find out why.
You may have noticed that the examples above show prospects who are open to saying why they don’t want to close a deal during the process. But what do you do when they simply say “no”? Well, in cases like this, ask why. If you want to be more discreet, ask “what do you mean?” See the examples of each door below.
Money door
Prospect: That price is expensive.
Salesperson: What do you mean?
Prospect: Because it doesn't fit in my pocket.
Door of credibility
Prospect: I don't think I need this right now.
Salesperson: What do you mean?
Prospect: Because I don't understand how he's going to help me.
Emergency door
Prospect: I'll contact you in six months.
Salesperson: Why?
Prospect: Because we have another priority now.
Door of authority
Prospect: I'll take a look here and if anything happens, I'll let you know.
Salesperson: What do you mean?
Prospect: I need to consult my partner first to make the decision.
This way, you discover the real reason for the door being open and how to close it. But is that enough? Does a closed door equal a sale made? Let's see that next!
What happens when you close the doors of the sale?
Even when the doors are closed, prospects may try to avoid making a purchase commitment. This is when you can take advantage of the fact that you closed the doors well. Let's look at each case.
Money door closed
Salesperson: This plan I'm presenting costs X reais, and it's the most appropriate for you. Shall we go ahead with it?
Prospect: It's too expensive, I can't afford that amount.
Salesperson: It doesn't make sense, because you told me that this money fits in your pocket. Can we pay by card or by bank slip?
Door of credibility closed
Salesperson: This is the plan that best meets what you asked for. Shall we start with it?
Prospect: Thanks, but I'm not closing. I don't think that's what I need right now.
Salesperson: But you told me that this is the solution you need now. Let's go to the contract?
Emergency room door closed
Salesperson: This is the plan that meets all the points you asked me for. Shall we begin?
Prospect: Not yet, maybe in about six months. If anything, I'll check your website again.
Salesperson: That doesn't make sense. You told me the priority is to start now. Can we sign the contract by the end of the day?
Authority door closed
Prospect: I'll take a look here and if anything happens, I'll let you know.
Prospect: Not yet. But I'll talk to you again in about six months.
The goal can't wait, right? So, to avoid this, the door to urgency needs to be closed moments before, as we show below.
Salesperson: Is this solution I'm going to present to you what you need right now?
Prospect: Yes.
Once he says “yes” to this question, it indicates that the sale is for now, not half a year from now.
Door of authority open
Finally, we arrive at the door of authority which, when not closed, causes the representative to have the sale interrupted due to the existence (or not) of a partner.
Prospect: Not yet. I need to check with my partner first and then I'll talk to you.
If there is a partner who participates in the decision-making process, the seller's mistake is not having invited him to participate in the final stage. Therefore, in the meeting before the proposal presentation, the seller should ask the following questions.
Salesperson: Are you the one who makes the final purchasing decision?
Prospect: No, I have a partner.
Salesperson: I see. So, can you call him for the indonesia whatsapp data proposal presentation meeting?
Prospect: Yes.
Thus, during the presentation of the proposal, the authority's door is closed, as those who will say “yes” or “no” will be present.
Important: If the prospect does not tell you the reason for the open door, find out why.
You may have noticed that the examples above show prospects who are open to saying why they don’t want to close a deal during the process. But what do you do when they simply say “no”? Well, in cases like this, ask why. If you want to be more discreet, ask “what do you mean?” See the examples of each door below.
Money door
Prospect: That price is expensive.
Salesperson: What do you mean?
Prospect: Because it doesn't fit in my pocket.
Door of credibility
Prospect: I don't think I need this right now.
Salesperson: What do you mean?
Prospect: Because I don't understand how he's going to help me.
Emergency door
Prospect: I'll contact you in six months.
Salesperson: Why?
Prospect: Because we have another priority now.
Door of authority
Prospect: I'll take a look here and if anything happens, I'll let you know.
Salesperson: What do you mean?
Prospect: I need to consult my partner first to make the decision.
This way, you discover the real reason for the door being open and how to close it. But is that enough? Does a closed door equal a sale made? Let's see that next!
What happens when you close the doors of the sale?
Even when the doors are closed, prospects may try to avoid making a purchase commitment. This is when you can take advantage of the fact that you closed the doors well. Let's look at each case.
Money door closed
Salesperson: This plan I'm presenting costs X reais, and it's the most appropriate for you. Shall we go ahead with it?
Prospect: It's too expensive, I can't afford that amount.
Salesperson: It doesn't make sense, because you told me that this money fits in your pocket. Can we pay by card or by bank slip?
Door of credibility closed
Salesperson: This is the plan that best meets what you asked for. Shall we start with it?
Prospect: Thanks, but I'm not closing. I don't think that's what I need right now.
Salesperson: But you told me that this is the solution you need now. Let's go to the contract?
Emergency room door closed
Salesperson: This is the plan that meets all the points you asked me for. Shall we begin?
Prospect: Not yet, maybe in about six months. If anything, I'll check your website again.
Salesperson: That doesn't make sense. You told me the priority is to start now. Can we sign the contract by the end of the day?
Authority door closed
Prospect: I'll take a look here and if anything happens, I'll let you know.