Learn From Proven Entrepreneurs

I pulled this clip from my interview with Christine Comaford, CEO of Mighty Ventures. You can read or see the answer here. (And you should grab the full interview.)

The transcript (video clip below)

When you ask for the sale, you have to shut up.

Because, this is where people are figuring out if you truly believe in your product or service. But, also, when you get nervous or uncomfortable, you’ll start talking again, and then to them, it’s, “Oh. We’re not at decision point yet. I thought we were. Great. So, now I’m just gonna listen for more features and stupid information and then I’ll decide later.”

So, most of us get uncomfortable with that selling tension. Where we present exactly what the customer needs, we ask them for the sale and then we have to shut up. I sat for five minutes once when I was closing a big sale with a Fortune 1000 company.

Five minutes.

I was watching the clock and I was going, “I’m not going to say anything. I’m not going to say anything.” The guy was staring at me, I was staring at the guy. And after five minutes, he stuck his hand out, he shook, and he said, “I will buy from you because you would not let me psych you out.” And, it was my first $300,000 dollar sale. And, I was, like, “Woo-hoo.” I kind of lost my cool after that. And he became a great customer and he sent us a bunch of other folks. But, quota busting is that last step where you have to shut up.

The clip

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Continue to the full interview >>