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The MOST IMPORTANT Thing I Learned After 10 Years In Sales

2025/5/26
logo of podcast Selling Made Simple And Salesman Podcast

Selling Made Simple And Salesman Podcast
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通过Ramsey Network的播客节目，提供实用财务建议和生活指导。
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Unknown: 作为一名销售人员，我发现传统的销售方式，即在通话结束时才尝试成交，效果并不理想。我通过分析数千个销售电话，总结出了3C原则，即在每次通话中至少进行三次微成交。这种方法可以显著提高成交率，缩短销售周期，并更有效地筛选潜在客户。我建议在整个销售过程中使用微成交，而不是等到最后才进行一次大的成交。因为在通话过程中，你无法确定买家是否对你所说的内容感兴趣。通过不断地进行微成交，你可以及时获得反馈，处理异议，并确保买家始终朝着正确的方向前进。微成交的关键在于消除买家心中的不确定性，提高他们的购买温度。我通常会问“这样做有意义吗？”，如果对方拒绝，我会问“我们需要做什么才能继续前进？”。这种方法可以减轻买家的压力，让他们感觉自己是参与者，而不是被推销的对象。记住，如果买家拒绝了你的微成交，他们并不是拒绝你这个人，而是拒绝你提出的那个具体的步骤。所以，不要感到沮丧，继续寻找下一个有意义的步骤。

Deep Dive

Chapters
This chapter introduces the 3C rule, advocating for micro-closing at least three times per sales call instead of one big close at the end. It highlights how this approach reduces uncertainty, increases buying temperature, and creates clear next steps for the buyer. Micro-closing allows for early feedback and adjustments, preventing wasted time on unsuitable leads.
  • Closing at the end of a call is ineffective
  • The 3C rule mandates at least three closes per call using micro-closing
  • Micro-closing increases buying temperature by reducing uncertainty and creating clear next steps

Shownotes Transcript

Transform your closing rate with my proven 3C Rule that I've developed after reviewing thousands of sales calls from my Salesman.com Academy members.

I've discovered that waiting until the end to close is killing your success rate.

In my experience coaching 2,000+ sales professionals, I've seen that every top performer uses “micro-closing” at least three times per call.

I personally use this approach to remove uncertainty, increase buying temperature, and create clear next steps that my prospects can confidently follow.

My micro-closing framework is straightforward: I simply ask “Does it make sense to…” followed by my proposed next action.

When they say no, I just ask what would make sense to move forward.

This pressure-free approach has transformed my awkward closing conversations into logical business discussions.

Stop risking rejection with one big close at the end – implement my 3C Rule to dramatically improve your closing rate, shorten your sales cycle, and qualify prospects more effectively.

The post The MOST IMPORTANT Thing I Learned After 10 Years In Sales) appeared first on Salesman.com).