Skill + Do
It would be so uncomplicated if asking for the business and closing were the same. They’re not. Closing means you’ve addressed objections and created desire throughout the sales cycle.
It’s old-fashioned to think of closing as a specific skill…as a skill that can be singularly practiced and trained for.
So what, exactly, IS closing?
The definition of closing is this: the continual act of moving the prospect toward saying "yes" and taking action to consecrate the deal.
Timing is everything when it comes to closing. The second you get the RFP and log the opp into your CRM, the clock is ticking against your sales cycle. That means you must proactively ask qualifying questions about buyer interest and objections – i n e v e r y m e e t i n g y o u h a v e with a prospect!
The above formula is anchored by qualifying skills, yet speed is of the essence. It’s not good optics walking around with scores of open opps in your CRM that smell as tired as the half-burrito in your fridge from September.
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Tomorrow - February 7
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"Umm, could you repeat that?"
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Today - February 6
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Pitch meeting management musts
Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
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February 5
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No, no, no...you LOVE prospecting
Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
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February 4
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Buyers hold your pipeline truth
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
“You don’t need a big close – as many sales reps believe. You risk losing your customer when you save all the good stuff for the end." Harvey Mackay
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