Kalia and I recently rode the Singapore Flyer, the massive observation wheel that gives you breathtaking views of the city. It’s one of those experiences that feels a little touristy but turns out to be absolutely worth it.
From the top, you can see the contrast of sleek skyscrapers and lush green spaces, plus Marina Bay in all its glory. The whole ride takes about 30 minutes, and here’s what I found interesting: The wheel moves slowly, almost imperceptibly at first, giving you time to take in the view, adjust your perspective, and notice details you’d otherwise miss.
It reminded me of a simple but powerful lesson in selling: Slow down.
When meeting with a prospect, many professionals rush to the “closing” part of the conversation, thinking they must seal the deal as quickly as possible. But just like the Singapore Flyer, you’ll get better results if you take the time to go through the process at the right pace.
Here’s an actionable tip to help you “slow your roll” and improve your closing conversations:
Restate and confirm the prospect’s priorities before presenting your solution.
After your prospect has shared their goals, challenges, and desires, take a moment to repeat back what you’ve heard. For example:
“So, if I’m hearing you right, your main concern is [X], and you’re looking for a way to achieve [Y] without [Z]. Did I get that right?”
This does two things:
- It shows you were listening. People want to feel understood, and confirming their priorities demonstrates you’re paying attention and care about their specific needs.
- It gives them a chance to clarify. If you missed something or they didn’t explain something fully, this is where they’ll elaborate—which gives you even more insight to tailor your solution.
Once they agree that you understand their needs, you can confidently present your solution in a way that connects directly to their priorities.
It’s like being on the Flyer—you’ve taken the time to see things from all angles, and now you can make the experience worthwhile.
Remember, the goal isn’t to push your solution but to guide your prospect through a process that feels thoughtful and natural.
And trust me, when you approach it this way, you’ll find the view from the top—a successful close—looks pretty spectacular.
Kick butt, make mucho DEEnero!
Dave “Taking It Slow” Dee
P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.