#313 The "One Single Mismatch" Made by First-Year Salespeople Who Somehow Can't Close a Deal

Introduction

Why does the closing rate change even with the same proposal??

They are "making a proper proposal," "understanding the product," and "listening to the customer."

Yet, there are salespeople who still cannot close a deal.

On the other hand, under the same conditions, there are also
"salespeople who can close a deal with ease."

Don't you have a peer or colleague around you who,
for some reason, you can't quite explain why,
is selling well?

Where exactly does this difference lie?

I will start with the conclusion.
It is not "explanation ability," but rather "decision-making design."

To put it more simply,
they possess a mechanism for selling. They do.

And one more thing.
That design is determined by "how you move in a week = how you work."

"I see..."
"But don't beat around the bush,
if there is an answer to sell at the fastest and shortest time, tell me quickly."
If you are that person, please take a look here first💁‍♀️💁‍♂️

"And who are you before that?"
"If you thought that, please take a look here"

Commonalities of salespeople who cannot close a deal

First, the conclusion, it is this.

"Acting on an ad-hoc basis"
Doesn't this ring a bell for you?

If it does, this is the difference between you and a top salesperson

For example,
・Responding to incoming leads
・Following up in spare time ・Preparing based on mood

While it may look like you are working hard at first glance,
this is all "daily-based thinking."

Sales is different.
It is a job designed on a weekly basis.

People are not moved by what is "correct"

・People don't want to lose out
・They don't want to regret or fail

In other words, the axis of decision-making is not profit, but "loss aversion
"

A "correct proposal" alone will not lead to a contract.

The decision-making design used by winning salespeople

The answer is simple.
Create a "design that makes them choose."

We top salespeople do not make them "think,"
we create a state where we make them
choose.

A "1-week template" to increase contract rates

Monday: Strategy design day

Monday is not a day to "act," but a day to think.

・Reviewing last week's sales meetings
・Verbalizing reasons for lost deals
・Selecting priority clients for this week and designing proposal directions

If this is misaligned, the entire week will be misaligned.
I start this on Sunday afternoon.

Tuesday/Wednesday: Contact maximization days

These are the "days to act."

・New approaches
・Follow-ups and gauging interest levels

The point is to set priorities.

Thursday: Preparation day

This is what separates victory from defeat.

・Creating proposal materials and designing the good/better/best options
・Preparing anticipated Q&A and designing psychological flow

Sales is not improvisation.
The person who prepares wins.
There is a famous saying: 80% preparation, 20% execution.

Friday/Saturday: Decisive Days

The days to secure contracts.

Customer status
- Comparison complete
- Willing to decide, but still hesitant

There is only one thing for you to do.
Make it easier for them to decide.

Sunday: The day to create future contracts

- Follow up with existing customers
- Light contact with prospective customers/requests for referrals

This is
sowing the seeds for next week's and next month's contracts.

❌ Common NG Closing

"So, what is your conclusion regarding this matter?"

→ Makes them think
→ Stalls → Postponement

How to use "Pine, Bamboo, Plum" to increase contract rates

- Pine: Anchoring
- Bamboo: Optimal solution, Plum: Peace of mind material

→ Design that naturally leads them to choose "Bamboo"

Psychological triggers to boost decision-making

- Loss aversion
- Breaking status quo bias, deadline effect

→ Eliminate reasons not to act

The "final push" in closing

Don't talk.
Silence = time for decision-making

Practical templates you can use starting tomorrow

"I have prepared three maintenance plans for today."
"This one offers the best balance."
"If you want to be fully prepared, choose this one."
"If you want the bare minimum, choose this one."

"Given your situation, Mr./Ms. XX, from a professional standpoint,
I believe this is the most realistic option."

"How do you feel about that, Mr./Ms. XX?"
Until the customer opens their mouth
→ (Silence)

Summary: Win in sales by the "week"

・Working on a daily basis leads to inconsistency
・Planning on a weekly basis leads to stability
・Designing the decision-making process allows you to close deals

Sales is not about talent.
It is about design.