50 Habits of Top Performing Sales People Habit 22 – Closing

March 24, 2016 Selling Comments Off on 50 Habits of Top Performing Sales People Habit 22 – Closing

Continuing with the twelve Sales Skills let’s look at Habit 22 – Closing.

Habit 22: “Close” on the sales call goal skillfully.

Last month’s newsletter talked about setting a goal for each sales call.  This month, let’s focus on one of the most important components of the sales cycle, “closing”. 

Much is made of “CLOSING.”  Hundreds, maybe thousands of books have been written about proper closing methodologies. Books have been written about the “ABC’s” of “closing,”presenting detailed recipes and step-by-step procedures for “closing.” Virtually every single one of these books, and I might even say sales skills seminars, do not discuss the two primary ingredients necessary for a successful close. The first ingredient is; enough “PAIN” to motivate the prospect to make the expenditure or investments. The second primary ingredient is; the salesperson’s desire/passion to “close.”

In my view, these two ingredients must be present for a successful close. If there’s no need/“PAIN” on the prospects side, there’s no “close.” If the salesperson doesn’t have a deep seeded desire and passion to “close”, there won’t be a “close.”

All the books and sales seminar methodologies will fail without these two primary ingredients. Sales seminars and the books discuss summarizing the benefits that have been accepted during the closing process and doing so skillfully. They talk about getting agreement from the prospect to each one of those “accepted benefits.”

That means actually getting the prospect to say “yes, I think that each benefit is valuable, I think you should go ahead.” This agreement, with each benefit, cannot happen unless there really is a need driven by “PAIN.” And, a non-motivated salesperson, without passion, will not do the homework necessary to track the accepted benefits or be able to articulate the accepted benefits, in the form of a question, and get agreement to each benefit from the prospect.

The most important of the two ingredients is the salesman’s passion. “Top-Performing” salespeople are driven people and driven sales people are driven towards the “close.”  It’s what they’re all about, is why they’re there and it’s what they do.

“A Habit” is not work, but just a thing that is done every day and “closing” on the sales call goal skillfully can easily become a Habit.

TIME MANAGEMENT

For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!

ABOUT STRATEGEN, INC.

Bill has over 25 years of experience in manufacturing organizations.  Bill will go into a company and develop tailored strategies to assist with management and growth and then help implement those strategies. Visit www.strategen1.com for details.