From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes.
Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly.
I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal.
There are two obstacles stopping reps from using the incremental closing technique. First, many are afraid of what will happen if their prospect says no.
As counterintuitive as it seems, rejected requests can be beneficial. Reacting with maturity and grace will make you seem confident, self-possessed, and in-control -- characteristics which raise your social value, or the value an individual believes you provide to them. When a buyer turns down your ask, simply say, “Okay,” and move on to a different topic.