From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Join today to access over 23,100 courses taught by industry experts.
Step 3: Ask, “Where do we go from here?"
From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Step 3: Ask, “Where do we go from here?"
- Assuming you didn't get an objection after asking, "What do you think?" Meaning your prospect only provided some positive feedback, small or big, what should you do now? The answer is you should try to trigger the law of consistency one more time by asking, "Where do we go from here?" Very often, during the closing process the seller suggests different possibilities, but the truly persuasive seller refrains from talking too much. Instead, they let the buyer close themselves by triggering the law of consistency. Now let's imagine you're selling a complex software solution and at that stage of your sales process, 90% of your prospects in the past have wanted to send a team of two or three engineers to do a detailed day-long evaluation before committing. So, after hearing the prospect's response to "What do you think?" you could be tempted to ask, "Why don't you send two or three engineers for an evaluation?" To which…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.