{"id":6108,"date":"2023-09-27T04:30:18","date_gmt":"2023-09-27T09:30:18","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=6108"},"modified":"2023-09-27T00:18:31","modified_gmt":"2023-09-27T05:18:31","slug":"sales-tip-1629-start-with-no-no-closing-jim-camp","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/","title":{"rendered":"Sales Tip 1629: Start With NO – No Closing – Jim Camp"},"content":{"rendered":"

\"\"“It’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision.” – Jim Camp in today’s Tip 1629<\/strong><\/p>\n

What’s your thought about this?<\/b><\/p>\n

Join the conversation below<\/a> and learn more about Jim!<\/p>\n

<\/a><\/a>Jim Camp on LinkedIn<\/a>
\n<\/a>Camp Negotiation Systems<\/a>
\n<\/a>4 Reasons People Say No<\/a>
\n1624: Start With NO – Maybe is Not a Positive<\/a>
\nSubmit a Sales Tip<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jim Camp. Jim is a former VP of Sales, and is now an owner and coach with Camp Negotiations. Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:<\/p>\n

Jim Camp: Hi, everyone. This is Jim Camp. Happy to be back with you for another sales tip. Last week, we talked about verb-led questions and how that can actually force your client into saying the word maybe. They may not be ready to decide on anything yet, but the questions we ask make a difference. This brings up an important point for this week.<\/p>\n

Remember, regardless of how you feel the deal is progressing, your opponent is making a decision and that decision is influenced by emotion. Although we all think decisions are based on facts and logic, there’s always emotion in the process, especially early on in the deal.<\/p>\n

Here’s the tip for today, and I think this is in line with our previous episodes.<\/p>\n

The best deals. The agreements that stick do not require you to close the deal. That’s right, it’s a big rule in our system, no closing. Closing applies pressure. It puts your opponent in an uncomfortable position. It also shows that you might need the deal. Closing, where you’re attempting to wrap things up, is dangerous, and it’s absolutely not necessary. Closing is where you attempt to get a yes, and it can and often does backfire. Saying things like, Can we move forward on this deal? Or, Are you ready to get started? Or, doesn’t this seem like it makes perfect sense for you and your company? Hopefully, you get my point.<\/p>\n

Let me ask you this.<\/p>\n

How do you feel personally when someone tries to close you? If you want to get a read on where you are in any deal, the best way to do that is to ask a simple interrogative-led question that will give you an understanding of where your opponent really sits on the decision. Some questions that might work are, How would you like to proceed? A simple question like, Where are we? Or, What have we overlooked so far? What would you like to happen next? Or, What would you like me to do? Those are simple questions that will help you gain vision and understand where they are in decision-making.<\/p>\n

Remember, it’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision. Until next time, take care, and thank you for listening.<\/p>\n

Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No<\/a>\u00a0from Jim and\u00a0Camp Negotiation<\/a>, just click over to DailySales.Tips\/1629<\/a>. Once you\u2019ve clicked over there to grab that download, be sure to click back here for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“It’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision.” – Jim Camp in today’s Tip 1629 What’s your thought about this? Join the conversation below and learn…<\/p>\n","protected":false},"author":2,"featured_media":6308,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-6108","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\nSales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“It’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision.” – Jim Camp in today’s Tip 1629 What’s your thought about this? Join the conversation below and learn...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2023-09-27T09:30:18+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-09-27T05:18:31+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1280\" \/>\n\t<meta property=\"og:image:height\" content=\"1024\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/\",\"name\":\"Sales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1\",\"datePublished\":\"2023-09-27T09:30:18+00:00\",\"dateModified\":\"2023-09-27T05:18:31+00:00\",\"author\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\"},\"breadcrumb\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage\",\"url\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1\",\"contentUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1\",\"width\":1280,\"height\":1024},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/top1.fm\/DailySalesTips\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 1629: Start With NO – No Closing – Jim Camp\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\/\/top1.fm\",\"https:\/\/x.com\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips","og_description":"“It’s their vision of the deal, not yours. That’s what’s going to help make your opponent make an effective decision. Unfortunately, the more pressure you apply, the further they’re going to drift away from making a decision.” – Jim Camp in today’s Tip 1629 What’s your thought about this? Join the conversation below and learn...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/","og_site_name":"Daily Sales Tips","article_published_time":"2023-09-27T09:30:18+00:00","article_modified_time":"2023-09-27T05:18:31+00:00","og_image":[{"width":1280,"height":1024,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg","type":"image\/jpeg"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/","name":"Sales Tip 1629: Start With NO - No Closing - Jim Camp - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage"},"thumbnailUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1","datePublished":"2023-09-27T09:30:18+00:00","dateModified":"2023-09-27T05:18:31+00:00","author":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#primaryimage","url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1","contentUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1","width":1280,"height":1024},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1629-start-with-no-no-closing-jim-camp\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 1629: Start With NO – No Closing – Jim Camp"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"jetpack_featured_media_url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2023\/05\/Jim-Camp-headshot.jpg?fit=1280%2C1024&ssl=1","_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/6108","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=6108"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/6108\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/6308"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=6108"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=6108"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=6108"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}