- The Method
- Posts
- ⚙️ How We Doubled Our Close Rate Using AI
⚙️ How We Doubled Our Close Rate Using AI
+ focusing on the right things
Using AI To Make You A Better Closer
Florence Nightingale said, "I attribute my success to this: I never gave or took any excuse."
When we’re selling something, we’ve got to find excuses for why people aren’t buying from us.
Here is how we have increased our close rate from 20% to 40% using AI by finding excuses for why people aren’t buying from us and having AI solve them.
We use Google Meets for our meetings because it’s free - other meeting recording tools will work in the same manner the tool we’re showcasing does this the fastest
We then record our online sales meetings with TL;DV (follow the signup process to add this to Google Meets)
At the end of each call, we get a transcript from TL;DV
Copy and paste this transcript into a Google Doc
Once the transcript is pasted into the doc. Do the following:
> File
> Download
> PDF documentNow upload this document into ChatGPT (You’ll need the paid version of this. If you don’t have it, you can just use the free version and copy and paste the transcript directly into the chatbox)
Use the following prompt:
“My company sells (x product), and my name is (your name) I am the primary salesperson. The document I’ve shared is a transcript of a sales call with a prospect named (x) at (x) company. Can you please read the transcript and look for objections presented by the prospect.”You will get a list of the objections from the transcript now use the following prompt:
“Please find three unique solutions to each of the objections outlined.”Use the following prompt:
“Evaluate the potential of each of the three proposed solutions. Consider their pros and cons, the initial effort needed, implementation difficulty, potential challenges, and expected outcomes.”Use the following prompt:
“For each solution, deepen the thought process. Generate potential scenarios, strategies for implementation, any necessary partnerships or resources, and how potential obstacles might be overcome. Also, consider potential unexpected outcomes and how they might be handled.”Use this final prompt:
“Given the information shared, please rank the solutions in importance so that we can present them to the prospect in a fifteen-minute follow-up call and sell the product or service (X).”
This process has been a game changer for our teams in sales roles and doubled our close rate.
Notes:
Knowing what you want to sell is important
The transcript you get back is not 100% right all the time, so be careful
Having the right salesperson is more important than everything I shared above
Ask the prospects if it is okay to record your sales calls
The Man With A Nice Suit
The first real job I got was in tech support for Tracplus.
For my final interview, I was invited to meet with the CEO. Rocking a new shirt, tie & clean haircut, I walked in with as much fake confidence as I could muster and sat down in the interview room to wait.
The CEO walks in - tall, well-dressed, confident guy and shakes my hand with a big smile. And then, before my bum could touch its seat, he started berating me. I'd brought a coffee with me which was a big no-no, and he wanted to make damn sure I knew it.
I found the whole thing comical but did my best not to laugh. After his rant ended and he calmed down, the rest of the interview went well—I got the job.
I thought the guy was just a hothead - and that's how he liked to get things done. But for the rest of my time at Tracplus, he was cordial, a touch arrogant, but easy enough to get along with.
A few years later, he was let go. The company had wildly underperformed during his tenure. An early investor I knew said something to the effect of he had all the right words, but they never amounted to anything.
See coffee-gate wasn't an anger issue. It was a judgment issue.
One that the showman persona he'd crafted during his banking years couldn't absolve him of.
The more I worked with him, the more I noticed his fixation on appearances over substance and a peculiar set of rules he operated within that didn't reflect reality.
He once embarrassed a junior dev (less than three months on the job) for not "presenting correctly" during a team all-hands.
He, along with an HR/Marketing type person he hired, spent six months and what I presume was tens of thousands of dollars developing a website with designers, contractors, and the like, which received less traffic than my sister's Powerpuff Girls blog.
He tended to focus on what made him look good rather than what mattered. Results.
I've made this same mistake; maybe you have to - worrying about appearance over substance.
Posting on LinkedIn instead of talking to customers. Giving speeches instead of making decisions. Wearing nice shoes instead of making a sale.
But what would you rather - to be good at what you do or just appear to be?