If coffee is for closers, then you’re about to read some recommendations from 5 coffee magnates…
It appears Fergal Glynn (VP of Marketing for @docurated) recently spent some quality time researching what some of today’s top sales experts have shared about closing sales. He put it all together in a post for HubSpot’s Sales Blog titled, “9 Sales Closing Tricks That the Experts Swear By.”
I highly recommend reading it today.
Glynn’s opening paragraph paints the picture well. There are a lot of moving parts when it comes to the moment of truth that is the closing of the sale:
Closing deals is an art. Most sales professionals have their own unique styles. Combine these with their company’s specific sales process and the individual customer’s needs, and closing deals becomes a highly individualized process.
Okay. Before we really get started here, there’s something that needs to be said…
A BRIEF 30-SECOND INTERLUDE…
Please allow this old[er] gentleman a moment to express that I’ve firmly believed, since the beginning of my career, that there is no bigger misnomer in the field of sales than the phrase, “Closing the deal/sale.”
In my opinion, the sale actually begins to take on its life after the sale is birthed with a signature. What happens on the other side of the signature is what makes the sale a true win for all parties involved.
It’s more than a matter of semantics. It’s led too many sales reps astray. To think of the idea of the closing as an ending has led far too many sales professionals to work hard only up until the sale is signed, but not after it…at least, not with the effort they put forth to obtain the signature.
To put that in baseball terms: They’re running TO the base, not THROUGH the base…and that will eventually cost you some base hits, and gain you a poor reputation, if that’s how you play the game.
That reputation affects/hurts the reputation of every sales professional in the industry, because that perception is cast upon the rest of us. This creates an additional hurdle for us to help the prospect clear.
That hurdle can be removed during subsequent sales if you truly proved your value after the previous sale was made official.
That’s what we need more of in our sales industry: exemplary service after the sale as well.
BACK TO GLYNN’S POST…
Glynn offers a great quote about the wide variety of answers you would receive from a poll of sales leaders:
As sales careers expert Thomas Phelps explains, “If you asked 100 sales professionals for their best tips on closing a sale, you would get 100 different responses. You would hear the old school crowd preaching the benefits of the assumptive and Colombo closes. The newer breed would claim that a sale is simply the result of the relationship and rapport you have built with the customer.”
That’s okay here since we’re speaking with specific sales leaders who have proven their advice can work over the test of time.
You’ve surely heard some of these before, but we’re kept sharp by reminders like these along with a few new angles to keep us growing and trying new things.
First up is a pair of tricks from speaker and author Jill Konrath (@jillkonrath). Then, two pieces of advice from international sales expert Grant Cardone (@GrantCardone).
Next, co-founder of Crazy Egg and Hello Bar, among other ventures, Neil Patel (@NeilPatel) also has a pair of ways he’s been consistently successful.
The post ends with two tricks from account strategy expert and author Tom Searcy (@TomSearcy) and a final word from author, speaker, and entrepreneur Brian Tracy (@briantracy).
Now, I haven’t told you what each of these sales stars offer because, as you know if you read this blog with any regularity, I have no interest in stealing the thunder of authors such as Fergal Glynn. Read his post in its full intended context to learn best from this very helpful resource.
[Reading Time for Glynn’s Post: 2 minutes]
QUESTION ::: What would you offer as a trick or tip for consistently closing sales?
Let’s talk about it…
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2015 Guide to Sales Optimization: Restoring Sanity to Sales