A question posted in a private entrepreneurs forum I’m a member of…
What’s one thing you did that unexpectedly increased conversions or sales?
Leon Bennetts replied 👇
Using the “three buckets question” to close out sales calls. It goes something like this.
Alright so at this point people are usually in one of three buckets…
1. They’re either like, “I love this, everything sounds great, how do we move forward?”
2. Or they’re feeling like “This sounds pretty good, but there’s a few things I need to work out and resolve first.”
3. Or they’re like, “No, I hate this, it’s not going to work”.
Which of those would you say best describes where you’re at?
It works incredibly well because there’s no pressure. They’re just self-identifying where they’re at.
If they choose bucket 1 – it’s a perfect way to move into closing out the deal on the spot. If they choose 2, you’ve got a great opening to bring those objections and questions to the surface. And if they choose 3… well great, you know it’s probably time to move on.
You can use this question yourself or have your salespeople do it…
it’s much easier to get your salespeople to regularly use this question compared to other closing strategies. Once they practice it a few times on a call and realise how natural and non-confrontational it feels, they’re way more likely to want to use it in the future.
It’s the path of least resistance to wrapping up sales calls without awkward tension.
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