Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

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The Why & How of “Closing the Door On Your Buyer”

Yesterday one of my students said:

“When a buyer isn’t ready to buy, I like to leave the door open, in case they get themselves ready”.

To be sure, that’s a nice and friendly attitude… but it’s a sure-fire way to create a pipeline full of stalled deals, with buyers who ghost you.

Of course, you shouldn’t slam the door in their face if they’re not buying – but, closing the door is actually a really good idea so long as you do it right.

As in:

You close the door, you tell them why, and you show them the doorbell: “I’m here any time you need me, and you’re always welcome”.

For instance:

Suppose you’ve met with your buyer a number of times, and they keep teetering on the brink of buying… but they just can’t get themselves over the line.

In such a case, you can simply tell them:

“Hey look, it seems that right now, it’s not the right time for you to make a decision on this proposal.

Let’s take this deal off the table for now – so we both know where we stand, and I’ll know I don’t have to bother you with any follow-up messages.

Whenever you’re ready to re-open the conversation, just let me know.

Does that sound fair?”

Two possible outcomes:

Your buyer will either agree, and thank you for being on their side…

Or – and this happens more often than you would expect – they will tell you to not take the deal away, and they’ll proceed to raise objections you can discuss, or ask you questions they need answered in order to make a decision.

Either way:

Never let your friendly nature be the reason your pipeline gets cluttered with stale deals.

 


On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.

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Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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