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CLOSING THE SALE

When prospective clients enter the Closing Zone, you’ll start to see some telltale signs that they have done so:

Dialogue moves from considering as many options as possible to actively focusing on a few options.

The number of potential suppliers will go from many to a few.

Vendor credibility, capability, and compatibility take on greater importance than the solution attributes and requirements.

“Facts” rapidly become secondary to “beliefs.”

Client objections and concerns are raised with more frequency and emotion.

Often salespeople don’t understand these subtle decision-making shifts. They lack the skills necessary to anticipate and address them successfully. As a result, they may become fearful and defensive, trying to apply the same selling formula that served them prior to entering the Closing Zone.

In the absence of the necessary decision-making skills that lead to win-win outcomes, salespeople often resort to self-serving tactics that may further compromise their credibility and will undoubtedly reflect upon their intent.

We believe there’s another way. Let’s look more closely at how to positively influence this decision-making process by adopting the mindset unique to top performers.