Close sooner by weaving suggestions and checks
When CutterTech sold its new tablet, the rep didn’t start with specs—he pulled out a customer quote. “Would you like a device that cuts design time by 40%?” he asked. The buyer leaned forward, intrigued.
Next, he showed a quick demo of the interface and paused. “Does that workflow seem like it would fit your team’s process?” The buyer nodded—he was now mentally invested.
Finally, the rep slid the order form across. “You’re going to love how this frees up your designers. Should I schedule your setup for Tuesday or Thursday morning?” The buyer surprised himself by saying, “Thursday at 9 sounds good.”
By suggesting benefits early, checking for relevance at each step, and momentarily acting as if the buyer had already decided, CutterTech’s rep eliminated doubt, shortened the sales cycle, and doubled his close rate.
You don’t have to wait for the end to ask for a decision—sprinkle small “relevance checks” after each key point: “Does that meet your needs?” Or start with a benefit that piques curiosity: “Would you like to halve your admin time?” When you hear positive confirmation, talk in the present: “You’ll really enjoy this feature—shall I reserve your rollout slot for Monday or Wednesday?” Give it a go on your next call—you’ll close more sales sooner.
What You'll Achieve
You will reduce the average sales cycle by integrating checks that reveal readiness early and closing with confident assumptions, boosting close rates by at least 20%.
Weave closing checks into every conversation
Lead with curiosity hooks
Open with a mid-level benefit—‘Would you like to see a car that never overheats?’—to spark genuine buyer interest before product details.
Use trial checks constantly
After each feature, ask ‘Is this relevant to you?’ or ‘Does this fit your expectations?’ It keeps the buyer active and highlights objections early.
Assume the sale when ready
When a prospect confirms key needs, shift to present-tense: ‘You’re going to love this plan—shall I set it up for you next Monday?’ This sidesteps hesitation.
Reflection Questions
- Which single benefit sparks your prospect’s curiosity most?
- How comfortable are you pausing to check relevance mid-pitch?
- Where can you shift into present-tense language to assume the sale?
- What objection patterns surface when you trial close?
- How will you handle a lukewarm ‘no’ after a relevance check?
Personalization Tips
- A software rep opens with “Would you value a 30% speed boost?” before demoing new code.
- A financial advisor asks “Does tax deferral fit your portfolio goals?” after explaining an IRA benefit.
- A recruiter leads with “How would saving two hours of admin each week sound?” before describing a platform.
The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
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