Daily Quote |
Skill
Closing doesn't come at the end
According to CSO Insights, 61% of surveyed salespeople feel they’re “good” at identifying customers’ pain points.
Identifying pain points requires disciplined probing and qualifying. (Btw, you don't want to be “good” at it; you need to be great at it.)
It all starts with the questions you ask buyers.
To consistently rank in the TOP 10%, you must constantly qualify and probe throughout the funnel.
Closing isn't something you suddenly do at the bottom of the funnel. You're closing with every great qualifying question you ask along the way.
Do
Closing requires you know all the truth
Focus on these two facets of qualifying to improve your close rate; try both in your customer interactions today.
1. Regularly confirm transaction facts.
In every buyer interaction, spend a few moments validating timelines, objectives, budget, level of interest, and other fundamentals.
Don't assume yesterday's facts are still today's facts.
2. Qualify what the buyer is thinking.
Probe in real time on value-prop alignment, objections, obstacles, and solution-to-goal fit. Don't accept vague answers.
Dig until you understand the buyer's true opinions and perspectives.
Oomph
Quailfying is a master's skill
If closing deals were as simple as repeating, “I will close this deal today” – like Annette Bening’s character in this American Beauty Short – then sales would be easy.
It isn't. (However, mantras and positive thinking are important!)
The sharper your qualifying, the smoother – and faster – the close.
If closing deals were as simple as repeating, “I will close this deal today” – like Annette Bening’s character in this American Beauty Short – then sales would be easy.
It isn't. (However, mantras and positive thinking are important!)
The sharper your qualifying, the smoother – and faster – the close.
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