The Closing Sales Competency

Screenshot 2021-09-21 11.47.43 AM

I just Googled "closing tactics". 34,800,000 results in less than a second. My favorite close is, "What should we do now?" The typical reply is, "How do we get started?" If it doesn't sound like that, it's not time to close. I missed something and I either have to go back and fix it, or I walk away. So, how do I set up my question?

Remember in the first competency article,

(Only 2% of over 2 million salespeople are strong closers.) .... because we've found that even reps that are weak closers can get business if they do everything else right!

So, my #1 thing is to do everything else right, even if it takes time. If the prospect doesn't want to take the time to do it right, don't proceed until they will. If the prospect doesn't want to talk about their issues, don't proceed until they will. If they insist on you responding to a RFQ, RFP or bid request, apologize and say that you have unanswered questions that are preventing you from fully understanding what needs to be done.

...because one of the components of the Closing Competency is "Won't Make Inappropriate Quotes".

A lot of closing is Sales DNA, but another component is "Gets Prospect to Agree to Make a Decision". Sandler calls this setting the upfront contract and most reps struggle to get it right. Most reps upfront contract sound like they're asking for a commitment to buy before they've even done the demo and most prospects will resist agreeing. So, ask yourself the question, "What am I asking my prospect to commit to and when and is it appropriate.

If you'd like to talk to me about it, book a call or send me an email.

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