HELPING CLIENTS SUCCEED: CLOSING
CLOSE MORE SALES BY APPLYING THE MINDSETS AND SKILLSETS OF THE WORLD'S TOP PERFORMERS.
HELPING CLIENTS SUCCEED: CLOSING THE SALE
Close more sales by applying the mindsets and skillsets of the world's top performers.
Research from CSO Insights showed that only one out of six sales presentations had greater than a 50/50 chance of resulting in a sale. Why is that?
Close more sales by applying the mindsets and skillsets of the world’s top performers.
After more than a decade of working with sales professionals all over the world, we have observed that there are two common mistakes that keep many sales professionals from winning more deals:
They present to open, rather than to close
Their presentations are information rich and decision poor
Helping Clients Succeed: Closing The Sale is designed to help sales leaders and their teams close more sales by applying the mindsets and skillsets of the world’s top performers.
"Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction."
-RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY
The top performer difference.
The top 5% of sales professionals approach closing differently. They understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed, and winning or losing the sale depends on whether they have or have not added value to that decision-making process.
Sell with the intent to achieve win-win outcomes
Carefully prepare before every client meeting in order to create the conditions for good decision making
Spend less time talking at the client and more time discussing with the client those decisions that will best serve the client’s needs
Follow a simple, reliable process to determine when they are ready to close