COMO AUMENTAR AS VENDAS| Aprenda a técnica do fechamento de portas

Summary

In this podcast episode, Gabriel and Thiago discuss the importance of the 'closing doors' technique in sales. They outline four essential questions that salespeople need to ask to ensure the lead is qualified: understanding the objective, assessing urgency, identifying decision-makers, and confirming the budget. By asking these questions early in the sales process, salespeople can better predict whether a lead will close and avoid wasting time on unqualified opportunities. The podcast emphasizes a structured approach to sales that leads to more efficient prospecting and higher conversion rates.

Takeaways

• 😀 The concept of 'Fechamento de Portas' refers to closing key sales questions to avoid uncertainty in the sales process.
• 😀 Sales conversations should address four critical areas: objective, priority, decision-maker, and budget to ensure clear communication and predictability.
• 😀 Understanding the lead's **objective** involves identifying the problem they want to solve and its significance to their business.
• 😀 Determining the **priority** of the problem helps gauge how urgently the lead needs a solution and whether they are committed to resolving it.
• 😀 Clarifying who the **decision-maker** is and ensuring they are part of the conversation is crucial for moving the deal forward.
• 😀 Discussing the **budget** early in the conversation ensures that both the salesperson and lead are aligned financially, avoiding future surprises.
• 😀 Asking the lead to rate the priority of their issue on a scale from 0 to 10 helps understand their urgency and level of commitment.
• 😀 Salespeople should validate the lead’s ability to afford the solution during the diagnostic phase to avoid wasting time on unqualified leads.
• 😀 By asking the four critical questions, salespeople can assess whether a lead is worth pursuing and forecast potential sales outcomes more accurately.
• 😀 The process helps improve **sales forecasting** by providing clarity on the lead’s intentions and potential for closing a deal.
• 😀 Validating these key areas in the discovery phase sets the stage for smoother negotiations later, ensuring no financial or decision-making surprises.

Q & A

What are the four key questions in the sales process mentioned in the script?

The four key questions are: 1) What is the objective or goal the client wants to achieve? 2) How urgent or important is this issue to the client? 3) Who is the decision-maker or who else is involved in the decision-making process? 4) What is the budget or financial capacity to address the issue?

Why is it important to understand the client’s objective early in the conversation?

Understanding the client's objective early ensures that both the salesperson and the client are aligned on the reason for the meeting. This helps direct the conversation and ensures that the solution presented later will address the core problem.

How can the salesperson assess the urgency of the client’s issue?

The salesperson can assess urgency by asking the client to rank the issue on a scale of 0 to 10 in terms of priority. This neutral questioning helps understand how important and pressing the issue is relative to other concerns.

What is the significance of identifying the decision-maker in the sales process?

Identifying the decision-maker early on ensures that the right people are involved in the sales conversation. It helps avoid wasting time with individuals who cannot make the purchasing decision and ensures the proposal is presented to those who can approve it.

Why should a salesperson discuss budget early in the conversation?

Discussing the budget early helps to gauge whether the client can afford the solution being proposed. It ensures that there are no surprises later in the process and saves time for both the client and salesperson if the price range is not feasible.

How can a salesperson handle potential objections related to budget during the diagnostic phase?

The salesperson can ask, 'If I present a solution that resolves your problem, what price range are you comfortable with?' This question helps confirm whether the client’s budget aligns with the proposed solution before proceeding further.

What does the script suggest about using the 'diagnostic' phase in the sales process?

The 'diagnostic' phase is compared to a doctor diagnosing a patient. In this phase, the salesperson gathers crucial information about the client's objectives, priorities, decision-making process, and budget to ensure the solution offered is appropriate and affordable.

Why is it crucial to ask the client about their priority level during the sales conversation?

Asking about priority helps the salesperson understand how serious the client is about solving the issue. It provides insights into whether the client is ready to make a decision or if they have other, more pressing concerns.

What role does 'forecasting' play in the sales process as discussed in the script?

Forecasting is made more predictable and accurate by gathering responses to the four key questions. When the salesperson can confidently assess the objective, priority, decision-maker, and budget, they can better predict which leads are likely to close.

What advice is given regarding handling the client’s expectations about pricing during the proposal stage?

The advice is to validate pricing early, so when the actual proposal is presented, there are no surprises. The client should already be aware of the cost range, ensuring transparency and minimizing potential objections when the final price is revealed.