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CLOSING THE SALE

And this principle couldn’t be more relevant than during the “closing” in sales. Countless salespeople have been trained to think of “closing” as an event—a single meeting, presentation, or point in time where you either win or you lose. In this book, we will share a different perspective on closing and offer a new way of thinking about your role as a sales professional. We’ll also share five essential skills you can learn and master to ensure that your clients (and you) succeed.

We believe that a tangible measurement of progress is essential. That is why this book is not a book about theory; it is about practical application and tools you can use immediately to gauge your success—in other words, your closing ratio or Win Rate. Although Win Rate may be defined very differently from company to company, we measure Win Rate by dividing the number of wins by the number of opportunities pursued.

The question for you is What would you be willing do in the coming days and weeks to improve it? Read on for the 5 Skills and tools you can apply.

It’s our belief that if you focus on creating success for your clients and commit to the practice of the mindset and skillset presented in the pages that follow, you will improve your ability to close sales more frequently and with more consistency and comfort.