Sales is about adding value. And solving problems. And in the process of doing just that it has a lot to do with making it easy to say ‘yes’ and hard to say ‘no’. But – the more complex things get – the easier it is to say ‘no’ and harder to say ‘yes’.
The solution is to simplify. To scale things down. To take time to think about how we can make it easier to say ‘yes’. One way of doing that is to do a partial closure. To brake a big decision up in to many smaller ones.
Years back I sold houses. It’s probably the biggest deal most people do maybe in their whole life. So it’s a very big deal. Trust me – I know. And it includes tons of decisions that need to be made. So we used this partial closure and it worked fine for all parts. It made the whole process easier for everyone.
Here’s todays task for you:
- Is your value proposition easy or hard to say yes to? If it’s complex, think about how you can break it down in to smaller decisions. And then – don’t forget to try it in the actual sales situation.
Make it easier to say yes! 🙂