A lack of closing skills is blamed for everything that keeps salespeople from selling! Managers often request our services to help their teams do a better job of closing. When we ask their sales team, “What is closing?” we usually hear, “Getting a signature on the dotted line.”, “The buyer says yes to your purchase.”, or “Getting the PO number.” Merriam-Webster defines closing as bringing something to an end.
Successful salespeople understand that closing starts at the beginning of the sales process and continues until the purchase is approved. Always be closing? Well, not exactly. Successful salespeople know they should always be closing for something! They earn the right to close and are so good at it that the prospect often asks, when can we start?
How do effective salespeople accomplish this feat?
Closing is the disease management wants to be cured, but the symptoms are found throughout the sales process. If salespeople address the symptoms, closing rates will increase. Remember that mistakes made at the beginning of the sales process reveal themselves toward the end.
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