Podcast episode
7 Tactical Ways to Close Your Deals Faster (Without Being Pushy)
30 Minutes to President's Club11 Sept 202516 min
Description
Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy. 🎙️ ACTIONABLE TAKEAWAYS: Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving. Work multiple steps in parallel instead of waiting on a slow, linear process. Build trust early by calling demo attendees ahead of time for mini-discovery and alignment. Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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Number five is send mini custom demos in between meetings. So this is one again that I used a lot when I was selling to law firms where we would have sometimes a week and a half or two weeks in between meetings. And I needed to find a way to keep momentum in between those demos. So what I would do is I would send my customer “a very, very short custom filmed video” using something like vidyard or loom of something that I knew that they cared about that our product helped with that we hadn't been able to cover yet on a demo and might not warrant like a full 30 or 60 minute demo. And so what I would do is I would send over an email saying something like, Hey Dave, you know, I was giving some more thought to something that you mentioned around
And so what I would do is I would send over an email saying something like, Hey Dave, you know, I was giving some more thought to something that you mentioned around like attorney compensation reporting. And I actually filmed a two and a half minute video showing some of the ways that I think you might be able to report on that in our system. We can go into this more depth in next week's demo “but I wanted to send this in between meetings” just because I was thinking about you. Now what happens here is two things. Thing number one is if this is something that they actually cared about you almost wet their appetite and get them saying, Oh cool, like, you know what? I actually do want to go more in depth with this. And now if you don't have a demo scheduled to do that you have an opportunity to schedule another meeting.
We can go into this more depth in next week's demo but I wanted to send this in between meetings just because I was thinking about you. Now what happens here is two things. Thing number one is if this is something that they actually cared about you almost wet their appetite and get them saying, Oh cool, like, you know what? I actually do want to go more in depth with this. And now if you don't have a demo scheduled to do that “you have an opportunity to schedule another meeting.” Again, going back to that working things in parallel part I was talking about earlier. But thing number two, and I think this is where it's more powerful is there's a cycle Logical dynamic in sales where prospects will reciprocate the level of effort that they see you giving and if I just send over like a Generic, oh, here's our product page
Generic, oh, here's our product page Take a look at that prospects are like, yeah, whatever or if you send over just like a generic case study They're like whatever like I don't need to look at this in between meetings But if you take something that they said they care about and you take the time to film a short custom video for them prospects will “Reciprocate, they'll respond in kind and they'll become more invested in the deal themselves.” It is brutal sitting on zoom meeting after zoom meeting after zoom meeting real connection with your customers Obviously comes face to face and in person you can share a meal together. You can actually have some back-and-forth riffs You're not just sitting there staring into a tiny glowing screen for hours on end And so I think that as a salesperson
Even artificial micro deadlines for things like first cut of red lines and security review helps my prospects get their internal team Moving we built a guide on how to help you drive six and seven figure deals with our friends at outreach Get it free in the show notes one if we have a substantive demo 60 minutes or more “I'm gonna suggest hey, like, you know, I was actually planning on flying to Seattle at some point this quarter” Do you think it'd be crazy for our team to come on site for that demo the other way that you can get in person? Honestly, even if you don't have a substantive demo setup is like I like to float that I was planning on going up to their City at some point in the quarter and so I would call them or email them something like hey Emma
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