Closing does not just happen.

Throughout our programs, we often examine why salespeople fail to close. The reasons are numerous. However, one of the most prevalent reasons is the failure to plan. Too frequently, salespeople rush into a call without thinking about how they want it to end. Sure, we eventually want the customer to buy, but is that realistic for every call? Probably not. So, what do we realistically expect from the call? What should happen next? What commitment do we want from our customers? We must have a plan to acquire it. So, here is a quick tip for you to get that win.

Before every call or encounter with a customer, take out a piece of paper and write down the exact words you want to hear from your customer at the end of your call. You must write it down. Writing it will cement it into your mind, and you will be able to stay on track throughout the call.

This simple act will help you overcome the most significant barrier to closing. You will visualize when to close and how to do it. Try it before your next call and see.