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.
Close more sales by applying the mindsets and skill-sets of the world’s top performers.
The top performer difference.
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?
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 skill-sets 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
Embrace the proven principles of Closing The Sale
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.
We have seen that as salespeople adopt these mindsets and skill-sets, they dramatically improve their win rates. By enabling their clients to make better decisions, your salespeople are far more likely to achieve mutually beneficial outcomes so that closing the sale becomes an enjoyable and rewarding process for everyone.
Influence decisions to achieve win-win outcomes.
Top Performer Differentiators:
Carefully organise each client call to influence and benefit the client’s decision-making process.
Begin narrowing decisions that lead to the final business decision.
Determine the one decision the client needs to make at the end of the meeting.
Ensure that the decision is client-centric, is singular, and that “no” is an acceptable answer.
Demonstrate the ability to validate the client’s key beliefs to their satisfaction.
Develop proof points that enable the End in Mind Decision.
View objections as an opportunity rather than a threat.
Apply a predictable, 3-part approach to resolving objections.
Develop a plan for how to influence the conditions for good decision making before each client meeting.
Focus on achieving win-win outcomes.
Prepare a powerful open and close for each client meeting.