It would be hard for any sales expert to talk about closing without coming right out and saying ABC: Always Be Closing. Always Be Closing. But you know what? Most people misinterpret what that mantra is all about. It’s not about lambasting your prospect with an endless barrage of closing questions.
ABC is about momentum. Always maintain momentum toward the close!
The days of hard closing are fading fast in most industries. The “close” should happen with ease provided the heavy lifting is done up field. Don’t wait until you’re inside the five yard line to start getting all your ducks in a row. By continually maintaining momentum toward the close, you’re uncovering objections and potential conflicts with your offering. This allows you to isolate and overcome those objections well in advance of the time when you, and likely your boss, need the deal to close.
Closing NOT just about asking for the order. There are loads of clinical questions that a sales professional can deploy that do not involve asking for a purchase order. Simple questions like asking about the purchasing process work wonders. Questions that explore the client’s decision making process also expose valuable information that will ultimately help you get the deal done.
A good set of clinical questions tailored to your sales model and posed in a manner that ensures your prospect is working as hard as you are toward the deal – that’s a powerful combination that will ensure your sales team has a pipeline of legitimate opportunities.
That being said, there are times when you want to close the deal(s) well in advance of when your deal will ripe for picking. In those situations, there are legitimate ways to accelerate the deal. There are also lots of illegitimate (for lack of a better word) ways to accelerate deals and those typically involve pricing discounts or other terms-related offers to entice the prospect to move forward more quickly than the process currently demands.
Accelerating deals happens in many industries and that’s OK. But be sure to leverage legitimate tactics and strategies toward moving the deal along, because most of the discounting tactics simply devalue your offering at a time when the pricing discount isn’t the hurdle you’re trying to overcome.
Custom Sales Training
Empowered Sales Training offers custom programs that empower sales success. Why bother with standard off-the-shelf, one-size-fits-all training programs? Discover sales training that is designed specifically for your business model and selling cycles.
Orange County Sales Training
Empowered Sales Training is headquartered in Orange County, CA. We leverage deep personal experience, gems from industry icons, classic sales methodologies and innovative practices to empower your sales organization for sales success.