What do you think you should know?
When it comes to closing deals, we usually overcomplicate things. Making our side of the table flooded with a bunch of craps that never gets flushed away. Look, the thing is, we don't want them to buy our products; we want them to think that our product is the solution to the problems they have.
How do we make this happen?
Simply by asking them questions, you might wonder what kind of questions. Questions that will not flood them with crap, as I mentioned earlier. For example, Let's get them to buy a life insurance policy. Ask them these kinds of questions. "Do you love your kids?" Walk me through how you would support your kids if something were to happen to you today?"What if I told you there is a better way to solve this problem? Would you be interested?" Your last question is usually your qualifying question. Remember, time is money, so move on as quickly as possible if they are uninterested.
The Execution
When it comes to closing the deal, it's all about the upsell. But be careful not to push your customers too hard, or you risk losing the deal altogether. It's essential to handle the situation with care and finesse.