Stop Talking… and Start Closing

As a rule, it’s better to err on the side of telling less. Too much detail and too many options confuse the decision-making—and the buyer.

Instead, ask: “What would you like me to tell you?”
Then… just talk about that.

You can always follow up with, “Would you like to know anything else?” And if they say no, go ahead and ask for the order.

Tell just enough.

Here’s a question worth remembering:

W hy

A  m

I

T  alking?

If you’re wondering that, chances are… you’re talking too much. And probably about things that don’t matter to them.

Speak to what they care about. Not what you think they should care about. Not what you’d want to know if you were the buyer.

Your extra words? They don’t help. They distract. They add confusion to their thought process and put space between them and a decision.

Tell them enough for them to be able to decide now. 

Just. Enough.