If I was to describe which aspect of sales I’m best at, I’d probably say ‘closing’.
But you hear lots of rubbish spouted about closing, such as ‘use this technique, or that trick’. It’s as though closing is treated like a separate discipline instead of as part of a holistic whole
‘Experts’ tell you that you can close anyone by using their secrets. Well, if you do the rest of the selling properly, you’ll find that closing becomes super easy and you don’t have to try and fool anyone!
Think of it a bit like getting married. If you haven’t done the preparation, then it’s going to be hard to get anyone to marry you! It’s the same with selling – you are going to find it near impossible to sell something if you haven’t done some other things first.
For example to get married you have to do a lot! (the sales equivalent is in brackets):
👉🏽 There is the initial outreach (prospecting)
📚 Research – are they single, are they looking (researching the customer)
📱 Getting a phone number (finding out the contact details)
📅 Closing for a first date (getting an appointment)
👔 Creating a good first impression by dressing to impress, or going somewhere nice (be smart, be punctual)
🥂 Having that first date (meeting)
❓Asking lots of questions (the same)
👀 Establishing what are they looking for (uncovering needs & wants)
🤩 Seeing if you want the same thing (talk about possible solutions)
📅 Getting subsquent dates (closing for the next stage)
👩🏾🤝🧑🏽 Build the romantic relationship (build the business relationship)
💍 Propose marriage (close for the deal)
If you have done all the steps properly, then you have a much higher chance of getting engaged (winning the deal)
In sales, it really is about relationships and doing the right thing at the right time.
And remember don’t promise things you can’t deliver, otherwise you could be heading for a divorce (your customer leaves you!)
Let’s talk and see if we can avoid that happening to you!
07748 994 334