Master the Art of Closing: Strategies for a Sales Win

Be Counterintuitive: Stop Selling and Sell More.

Stop Selling and Start Solving.

You don’t have a product or service problem. You have a problem problem.

Stop Selling and Start Solving.

This is how most sales calls go:

"Here’s our product. Here’s why our company is brilliant! Here’s a customer who loves us. Here are all the logos we’ve worked with. And here’s our SLT — look at all that experience!"

And then — silence.

The buyer says nothing.

No questions mean they're happy with the pitch right? As soon as I finish this call I will get my proposal done and sent over. Simples!

But you have a problem problem.

You’re not solving anything yet. You’re just showing up with answers to questions nobody asked.

Real sales starts with diagnosis.

Would a doctor open by telling you about the best drugs on the market?

Of course not.

They’d ask questions.

Dig into symptoms.

Understand the root cause.

Then — and only then — would they offer the solution.

So, as a good sales person you need to first understand:

• What’s the real problem?

• Who else is feeling it?

• What happens if it goes unresolved?

• What’s the cost of the problem if not addressed?

You can’t pitch your way to that level of insight. You have to listen your way there.

I teach a method called Problem-Centred Selling. It shifts your team away from pitching and toward purposeful discovery.

Because if you want buyers to care, you have to show them you understand the pain better than they do.

Be Counterintuitive: Stop Selling and Sell More.

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