Description

HIGHLIGHTS

• Close the deal before you present your solution
• Confirm what you've heard them tell you
• Use their language to show that you're paying attention
• If they're not committed, you ain't going to fix it
• Take no pressure, give no pressure

QUOTES

Walker: "What we're closing for is not for a purchase. That comes later. That happens more organically. What we're closing for is a decision: yes or no. We're getting a prospect to agree, one more time, before we give away our information, before we give away everything that we have, which the prospect can eventually use against us. Before we do that, I want to get confirmation that we're gonna get a yes or a no."

Walker: "If you're not sure you want to move forward, let's just call it a no. Is that okay with you? I'm actually pushing for a no. Why the hell would I do that? Because I want to make sure this is not just my idea. I want to make sure this is the prospect's idea too."

Walker: "No pressure from me. I will take no pressure, I will give no pressure. The only pressure I might do is say, listen, if you're not sure you want to do this, let's call it a no. There's no trick there. There's nothing there. I just don't want to be a pressure-giving salesperson."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• www.walkermckay.com

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