Closing the 2-Minute Sale

Published on March 14, 2024

I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered car services like this. We said: “All the time.”

He asked: “Who makes those reservations?” We said: “We have to.” And then he said: “Well, how about if you don’t have to anymore?” I said: “What do you mean?” He said: “Well, I run a limousine concierge service. I have relationships with all the limousine companies in the rest of the country. All you have to do is tell me where you are going to be, and we will take care of the rest. We’ll make the reservations; all you have to do is show up, and you’re on your way.”

Instantly, we all grabbed his business card. He made the emotional sale.

I’m telling you the story for two reasons.

One, we sometimes complicate the sales process. The sales process is easy: finding the problem and providing a solution.

The second reason I’m telling you the story is because he knew the power was not in what he said but in what he asked. All he did was ask us two simple questions that led us to asking him to tell us more. He provided the solution, and we heard it. He found the problem and provided a solution.

Oh, and by the way, don’t provide the solution before you find the problem, because if you do, it will just land on deaf ears.

#VelocityMindset #mindset #sales #leadership