Ah the dreaded closing. Why is that? There are books on it, presentations on it, consultants have built their entire practice around the topic…closing.

For me (and hey this is my blog and so it’s kind of about me…sorry!), closing is simply the next, most natural step in the sales dance.

It doesn’t necessarily have to be “ask for the order” but it does mean that you have a next steps scenario in mind. What do YOU want to have happen at the conclusion of your sales dance? The salesperson must be in control or the dance might end prematurely.

Maybe it’s a demo or a second in-person meeting or presentation…I don’t know because the possibilities are vast. What it does is move you forward and closer to your ultimate goal of winning the business.

And while I am a firm believer that the person doing the selling must be the person doing the closing, I totally disagree with the “ABC” philosophy (also known as “always be closing”).

You EARN THE RIGHT TO CLOSE by presenting value and benefits, overcoming objections, hesitancies and stalls and leading the prospect to understanding and believing that you can be an improvement in their situation.

So sales reps out there, here’s an offer:  I have 5, 30-minute sessions that I am willing to offer for free to the first five people that want a tele-session on CLOSING: THE GOOD, THE BAD AND THE UGLY.

Send me a message and let’s get started.