We've worked with more than 2,400 companies over the last 35+ years in the capacity of sales training, coaching and consulting. And in that time, I've heard many salespeople say things like, "I'm a really good closer", or "I'm a really good negotiator."
They usually say that before we start working together. Sometimes it's a way of saying, "My employer sent me here for training, and that was ridiculous of them because I already know everything." But it could also be a signal that this person places a lot of emphasis on the wrong skills.
Closing is one of those skills that people mistakenly assume a good salesperson needs. And by 'closing', they often mean the old approaches like "Grab 'em by the tie, and choke 'em 'til they buy!" and, "Don't take 'no' for an answer!'
The truth is that if you run the sale well, closing is a non-event. It's really anticlimactic.
If you've run your sale well, if you've been qualifying the selling opportunity, if you've been following your sales process, if you've been doing all the right things in the sale, then closing is a non-event.
Because in fact, you've been closing the whole time.
A good sales process will help you run your sale so you're closing at every step along the way so you know exactly what happens next, and your prospects don't go dark on you. If you follow your process well and qualify the opportunity, then you're actually closing at every step of the sale.
When I hear people say, "I'm a really great closer," I have to wonder: is it because the sale wasn't run well that you have to put in 90% of your effort at closing time? If so, you're probably working too hard.
Great salespeople are very good at running the sale in a way where "closing" at the end isn't a big deal at all, because they've been closing the whole time, at every step along the way.
So I would encourage you to make sure that you're following a sales process that works, and gaining agreement from your prospect every step of the way so you always know what happens next.
Because when you're doing all the right things and closing at every step, then "closing" the deal is ultimately a non-event.
~
✨ Thank you for stopping by! Glad to have you here. ✨
At Slattery Sales Group, we empower great sellers and companies to win complex sales.
Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace. We'd love to help you do that, too.
To expedite your progress:
🔷 Grab our new book HERE and get that important sale moving again.
🔷Get quick-start training to shorten your sales cycle and avoid being commoditized here.
🔷Boost your own sales skills (and earning potential!) in our advanced program here.
If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.