Many professionals believe that one of the things standing in their way of having a thriving business is their inability to close the business. They think that closing more sales and having a better way to close, would cause all their revenue problems to vanish. Some are on a relentless search for that one magic bullet or secret phrase that will bring a sales meeting to a successful ending.
I often hear Can you teach me to be a better closer? Can your programs how my team to close more business? My closing rates suck, can your coaching programs show me a better way to convert more of my marketing leads into paying clients?
The ability to move the deal forward has nothing to do with how to close. It has everything to do with how you positioned yourself throughout the sales conversation and process.
Maybe a focus on closing more sales is preventing you from closing more sales
If you manage the conversation properly, closing should never be an obstacle, just the next step in a well-executed collaborative process.
Closing complications are a blatant symptom of a much bigger and more costly problem. Making adjustments to closing issues would be a colossal waste of time and money and only make matters worse. This would be the equivalent of putting a bandage on a bullet wound.
The ability to convert and close sales relies heavily on the entire sales process, not just what is said to a potential client at the end of a meeting.
The psychology behind closing techniques may have once been effective, but now these techniques insult today’s smarter, more educated buyer. Stop focusing on the close and start focusing on learning modern and powerful skills to make closing easier.