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Casual Articles - When Did 'Closing' Become a Bad Word?
Ideation is the flow of ideas that can be converted into growth on a consistent basis. Ideas for new products and/or services can come from two places: inside your organization or outside of it. Let's deal with the internal sources first.I sometimes hear CEOs saying, "We don't have enough ideas inside our organization. They aren't flowing, and the ones that do surface aren't very good."Frequently, their explanation for why that is the case is that they have hired the wrong people, or that they are just not creative enough.That is possible, of course, but I find it is rarely the true explanation.The reason there may not be enough ideas could be as simple as people not believing that you, the leader, are serious about wanting growth, and so they focus their attention elsewhere. If the leader just talks a good game about growth, but
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by
The general being an official, serve the nation. If he is thoughtful and detailed in his work, the nation would be strong and mighty. If he is full of flaws, the nation would be weak and vulnerable. - Sun Zi Art of War, Chapter 3In the third section of the chapter, we have seen the importance of the generals of the nation, the stronger they are the stronger the nation. This sentence reinforces the saying of Sun Zi, that the generals hold the fate of the nation and its people.In war, it is better to go for swift victories rather than engaging in a prolong campaign. Thus a general who is adept in warfare is also the controller of people’s fate and nation’s survival. - Sun Zi Art of War, Chapter 2Business ApplicationSo did you staff your management with capable 'generals'? As Sun Zi mentioned abo
NASCAR driver Kurt Busch says “what it takes to win a championship is to have your preparation meet the opportunities, whether it’s out on the racetrack or behind the scenes.” In sales, winning starts at the beginning. Do the right things throughout the process and you’ll be better positioned for success. The steps can vary, but in talking to hundreds of successful salespeople about the pitfalls of closing sales, some very specific disciplines are regularly mentioned:
• we don’t ask,
• we’re asking the wrong person, or
• the prospective customer is not yet sold.
Let’s look at some strategies for each of them.
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about landing because the plane will get to the ground one way or another. Even the best businessperson can be indecisive. If I make a terrific presentation, then just wait for them to say “yes,” I’ll likely never hear it, and ultimately lose a once-promising sale. Why? Because I haven’t asked them to make a decision. Plus, my lack of action could plant a subconscious seed of doubt in the prospect’s mind.
If I want to avoid rejection, not asking for the business is the way to go. Early in my sales career, a senior co-worker told me to “go out and get as many ‘no’s as you can.” It didn’t sink in right away, but it wasn’t long before I understood what he meant. Ask for the order often.
The second discipline is to make sure you’re asking the right person. Have you heard the phrase “don’t take ‘no’ from someone who can’t say ‘yes?” It’s great advice. Unfortunately, it doesn’t always fit real-life. Often, we find ourselves ‘boxed into’ a scenario where our primary contact is not a final decision-maker, and that’s the way the company works. The ‘buyer’ deals with suppliers, gathers information and prices, but the ultimate decision is made by committee or in budget meetings.
One solution is to make connections at the top. Call the company President first and set up a meeting. “An opportunity to work with your company is very important to us and I want to make sure I’ve got a complete understanding of your goals.” You can solve this problem with several strategies. The first is to start at the top. It’s absolutely amazing how easily executive doors open to outside salespeople who show a genuine interest in meeting them. Once the connection is made, continue to follow up with them. Thank you notes, even summaries of proposals, can be passed along, keeping that door open and keeping you top-of-mind.
In addition, give your direct contact everything they need to sell the proposal internally. A company I consult for was considering new software packages. I sat in on the meeting where the IT manager tossed copies of three proposals on the table, asking everyone to take a look and, in effect, choose one. Effective questioning would have helped one of those vendors to see the IT manager didn’t want to decide alone, and could have offered to attend that meeting and give the group an overview of their proposal. It’s a part of our job.
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by
Your personal brand is important "it's not just your company's logo that needs to look good" it's the people in an organization that also represent the company brand. And often times that person is you"'so it's up to you to portray your company's brand or image in a positive light.Here's some tips on how... to Stand out and Shine.Do a personal audit to determine your values and vision, your future goals and strengths for you and your company. Defining who you are aligns with your deepest passions. A clue to discovering the feeling or emotion of who you are is to identify where you are and what you are doing that makes you truly happy.What do people say about you, how do they perceive you? Pay attention to how others describe you when they introduce you and how they treat you. Are you described as fun loving, compassionate, professio
We may not ask because of the ‘feel good’ advice we’ve heard in recent years that “good sales men and women don’t close the sale, they let it happen!” Make your presentation, stop talking, and the sale will close itself! Unfortunately, that advice is like to telling a pilot not to worry about landing because the plane will get to the ground one way or another. Even the best businessperson can be indecisive. If I make a terrific presentation, then just wait for them to say “yes,” I’ll likely never hear it, and ultimately lose a once-promising sale. Why? Because I haven’t asked them to make a decision. Plus, my lack of action could plant a subconscious seed of doubt in the prospect’s mind.
If I want to avoid rejection, not asking for the business is the way to go. Early in my sales career, a senior co-worker told me to “go out and get as many ‘no’s as you can.” It didn’t sink in right away, but it wasn’t long before I understood what he meant. Ask for the order often.
The second discipline is to make sure you’re asking the right person. Have you heard the phrase “don’t take ‘no’ from someone who can’t say ‘yes?” It’s great advice. Unfortunately, it doesn’t always fit real-life. Often, we find ourselves ‘boxed into’ a scenario where our primary contact is not a final decision-maker, and that’s the way the company works. The ‘buyer’ deals with suppliers, gathers information and prices, but the ultimate decision is made by committee or in budget meetings.
One solution is to make connections at the top. Call the company President first and set up a meeting. “An opportunity to work with your company is very important to us and I want to make sure I’ve got a complete understanding of your goals.” You can solve this problem with several strategies. The first is to start at the top. It’s absolutely amazing how easily executive doors open to outside salespeople who show a genuine interest in meeting them. Once the connection is made, continue to follow up with them. Thank you notes, even summaries of proposals, can be passed along, keeping that door open and keeping you top-of-mind.
In addition, give your direct contact everything they need to sell the proposal internally. A company I consult for was considering new software packages. I sat in on the meeting where the IT manager tossed copies of three proposals on the table, asking everyone to take a look and, in effect, choose one. Effective questioning would have helped one of those vendors to see the IT manager didn’t want to decide alone, and could have offered to attend that meeting and give the group an overview of their proposal. It’s a part of our job.
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by
Have you ever noticed that all of the Old Navy commercials on television all have the same look and feel? How about the mailers that you receive from Staples, Office Max or Best Buy? They’ll feature different products each week, but have you ever noticed how consistent their look is from week to week? Is this an accident or just a company being cheap? Neither.Big companies know the power of establishing a consistent, recognizable brand image. Now you probably don’t have a business the same size of a Best Buy – doesn’t matter, you’ll still reap the benefits of keeping your business image and brand consistent. Whether it’s a television commercial, web blog, direct mail campaign, etc., there are inherent benefits in keeping your business image consistent. I’ve found four main hurdles that t
The second discipline is to make sure you’re asking the right person. Have you heard the phrase “don’t take ‘no’ from someone who can’t say ‘yes?” It’s great advice. Unfortunately, it doesn’t always fit real-life. Often, we find ourselves ‘boxed into’ a scenario where our primary contact is not a final decision-maker, and that’s the way the company works. The ‘buyer’ deals with suppliers, gathers information and prices, but the ultimate decision is made by committee or in budget meetings.
One solution is to make connections at the top. Call the company President first and set up a meeting. “An opportunity to work with your company is very important to us and I want to make sure I’ve got a complete understanding of your goals.” You can solve this problem with several strategies. The first is to start at the top. It’s absolutely amazing how easily executive doors open to outside salespeople who show a genuine interest in meeting them. Once the connection is made, continue to follow up with them. Thank you notes, even summaries of proposals, can be passed along, keeping that door open and keeping you top-of-mind.
In addition, give your direct contact everything they need to sell the proposal internally. A company I consult for was considering new software packages. I sat in on the meeting where the IT manager tossed copies of three proposals on the table, asking everyone to take a look and, in effect, choose one. Effective questioning would have helped one of those vendors to see the IT manager didn’t want to decide alone, and could have offered to attend that meeting and give the group an overview of their proposal. It’s a part of our job.
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by
When you provide content that rocks the market, you’re quite likely to get tagged and published. But seriously, how many ways can you say the same thing and be serious about a topic? Whenever I write a serious article, it gets picked up, because the content is, well… serious.But, when I write an article that gives serious information with a twist of humor, it seems my articles are more likely to be chosen and republished. The best part is, it gets published in it’s entirety, with all the links in tact, because people like to read fun information on their sites, in their newsletters and ezines, or even in their collections of information. Boring is just exactly that, boring.If you haven’t figured it out, the objective of article marketing is to get our links out there so people will click on them, making our offsite SEO more effective.
In addition, give your direct contact everything they need to sell the proposal internally. A company I consult for was considering new software packages. I sat in on the meeting where the IT manager tossed copies of three proposals on the table, asking everyone to take a look and, in effect, choose one. Effective questioning would have helped one of those vendors to see the IT manager didn’t want to decide alone, and could have offered to attend that meeting and give the group an overview of their proposal. It’s a part of our job.
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by
Have you been a victim of thought thievery in the workplace? You're sitting in a meeting and the next thing you know someone is taking the credit for your idea! Discover a mind, body and spirit solution to managing this situation.____________________________________________________________________________________I’ve been robbed twice in one week!The first time I was sitting in a meeting as the CEO praised Amanda for her good work on a human resources initiative to attract and retain quality employees.“Amanda has reworked this project so it better reflects employee benefits and needs,” the CEO said. He then went on to list major improvements, all of which I suggested to Amanda in an hour-long meeting we had the week prior. I said the project needed an overhaul as it was filled with unmeasurable generalisations and included no emp
While most of this appears to apply only to large companies with deep management structures, the same rules apply to small businesses, too, or even in-home selling, where the presence and commitment of a spouse will spell the difference between closing the sale and closing the door.
Finally, make sure that the prospect is convinced. This might have a ring of Sales 101, but is often the greatest roadblock we face! Our fast-paced business climate forces us to conserve our time, and theirs, so it’s not unusual for a sales call to consist of a phone call, invitation to visit a web site and a price quote by email. I, myself, am a huge user of tech tools, and have to continually remind myself that efficiency in time is not always efficiency in selling.
You can boost your closing ratio right away by asking yourself these questions:
1) Does the customer have a burning need, or are they just mildly interested?
I’ve always been good at selling ‘meetings,’ convincing people to give me a piece of their time. I figured that we’d talk, they’d see the need to act, and I’d have a sale. I was wrong. When a prospect didn’t see me as a solution to something, my chances of making a sale were nil. And their burning needs aren’t always obvious. A retailer might want to draw more store traffic but, if their deeper need is to position themselves against bigger, discount retailers, they might see spending more money as throwing good money after bad.
2) Is this a fast track decision, or future exploration?
You’ll want to know in advance if they plan to make a decision soon, or are looking at pricing for future consideration. Sometimes we add a prospect to our ‘pending’ list without knowing that prospect’s timetable or intent.
3) What is their status with other suppliers?
Comfort levels make us do strange things. That buyer might have a good relationship with someone else and, when the other supplier. The buyer is indicating yes to you, but finds it more reassuring to go with the other.
4) Have I presented my case based on their needs and goals?
One-size-fits-all presentations have far less effect than one that is tailored to the customer’s exact needs. For instance, if I sell accounting software and learn that the company’s office manager dislikes long learning curves that bog down productivity, my proposal will include a strategy for getting their staff trained and acclimated within a specified timeframe. That might not be a feature of the software, but my presentation will be more customer-centered, and that increases my probability of closing.
The final step in any sale, and the part that has really become a lost art, is asking for the sale. Sounds simple, and it is. Asking for the sale can be in the form of a single question or statement, like “should we go ahead and get started?” or “Let’s get the paperwork done and we can start shipping next week.” The absolute worst thing that can happen is the prospect might not be ready, and will tell you why.
Closing is never a bad word in professional selling. Our job is to take the time to understand customer needs, demonstrate a sincere desire to be of service, and then confidently lead the sales process to a mutually-beneficial conclusion. That’s closing. It’s also where real customer relationship begin.
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