High Performance Sales Closes are like Unicorns.
They exist, but no-one really sees it while it’s happening.
Sadly, too many sales leaders thing that being able to close is the difference between hitting the sales target and missing it! This is not the case, lack of closing skills is responsible for very few lost sales…
The difference between the sales target hot or miss is more to do with what happens before the sales close.
The truth is – really successful sales people ask for the business, of course they do, but they never, ever
- Hard close in one mic drop
- Shock the prospect with the ask
- Pre-empt the agreement
- Put all their sales closing ammunition in one basket
Because they:
- Don’t need to
- Know these hit and run tactics just done work
- Appreciate that good sales closers have do first execute a series of micro-closes
High Performance Sales Pro’s Don’t Use a Single Lock and Load to Close
High performance sales teams – I mean those teams that systematically close business, have accurate sales forecasts and deliver in line with their sales key performance indicators, have a totally different way of seemingly, effortlessly closing more sales.
They:
- Don’t rely on the close to secure the business
- Don’t leave it all until the end.
- Remove all risks as they go through the sales process.
- Weight the odds in their favour at every stage in the sales call
- Always assume the answer will be ‘yes’ so all they need to do is to ensure it’s going to be a fast and confident ‘yes’
And, what’s more…
They don’t ask for the business until they know the answer will be YES!
In fact, some of the sales high flyers will wait for the buyer to ask…where do I sign?
How do they do this?
They angle their prospect interaction so that during the sales process the buyer is selling to themselves…and, when the time is right, the buyer is so commited to their own decision that they are begging the sales person for the opportunity to buy.
Talk about turning the tables.
You know what also happens?
- Sales people who sell like this close faster.
- Typically discounting less.
- Have a more stable sales pipeline
- Can worry less about making target
- Close more sales, more often.
High Performance Sales Teams Rely on One Thing
And it’s not the close!
Think of it like this…
Your ability to create a ‘sales no-brainer’ for your prospect is directly related to your sales success.
If it’s not a no-brainer value proposition for your buyer then the sales process won’t be a fast, easy close. In fact, it might not be a close at all…and you may even need to discount and…. surprise, surprise you’re in a world of sales pain!
You ability to close the sale, close fast, close profitably (and enjoy the sales process!) are all directly related to how much value you can create for your buyer.
What is valuable for Buyer A maybe of little value to Buyer B, and Buyer C might need a different type of value too.
And that’s the think with ‘value’ it’s highly subjective…it can only be seen via the lens of the specific buyer…and that what typically splits the sales field, separates ok sales people form high performance, world-class sales professionals
How much you can make you prospect really WANT what it is you’re selling!
First things first – you can’t make anyone WANT anything!
But you definitely can enage with the art of influence a nd persuausion in order to help the buyer open up their mind wide enough and for long enough for you to help them understand their current position versus an alternative and potentially better position!
And this is the very specific route high performance sales teams will take to engage with buyers in an economically and resource efficient way.
They will structure their sales process that way so that it delivers a safe and sharing environment where a peer-to-peer exchange of information and fruitful conversation can take place.
And so that the sales person can fully understand what a ‘value’ based proposition will need to look like for that buyer.
Is that what you do?
Create a high value proposition, directly positioned to solve all of your buyer’s pain points, with a strong ROI demonstrated – what can the sales prospect possibly say ‘no’ to?
If this is not how you build your sales structure or create your value proposition then maybe know you can see why you might not be getting the sales results you need, want, and feel you rightly deserve?
How to Sell More, More Often!
So, now your sales pitch is not about closing but it is all about creating a value-heavy no-brainer!
If you can create a situation where the buyer has to conclude – ‘well, I’d be mad not to do this’ …then you have an order.
And if you can get the buyer in such a position that the buyer can’t help but start selling your solution back to himself then…
Jackpot!
The world is your oyster and you can start writing your very own commission cheques!!
So, how close to ‘no-brainers’ are your sales pitches?
Because ‘nearly there’ just doesn’t cut it.
Selling ice in a hot place with a water shortage – name your price. That’s no-brainer.
Even the national/state lottery…for some people, it’s a no-brainer to buy a ticket. Sure the odds are crippling, but for such a small amount, it’s worth a go. Plus it’s easy.
Still not got that Value Based No-Brainer Sales Structure ?
Then don’t bother wasting the sales prospect’s time.
You’ll do far more harm that good.
You’ll be entering a competitive sales race that will exhaust you and tie up your resources with no guaranteed reward.
And you will burn an opportunity!
Why would you do it?
The 6 Key Element of a No-Brainer Sales Pitch
You must show the prospect/buyer:
- That you fully and completely understand their current solution, and what it delivers for them as an organisation
- A ROBUST ROI for your product/service vs the incumbent
- The true cost involved in him saying no to you
- How his current thinking can be improved. To do this you need to respectfully challenge him so as to reframe your product/service as the solution
- An easy way to do business with you, at reduced risk and increased payback
- How your product/service is without competitors or competition
If you can’t do all of the above, then you’re just one of the many mediocre sales pitchers out there.
Don’t be those guys.
High performance sales closes don’t exist.
High performance sales people do.
It’s your choice.
Now You Know that High Performance Sales Closes Don’t Exist…What Next?
You can join us on our next Sales Improvement Workshop.
It covers everything that we’ve spoken about above and much more more – hit the link yo get more details
This is the only sales training and sales improvement course you should consider attending if you’re looking to seriously upgrade your sales game and build a sales culture, sales methodology and commercial focus that will consistency deliver orders, revenue and margins.
Once you start to understand and see how high performance sales teams sell then you will never sell in any other way ever again!
Alternatively, if you’re looking for a deep analysis and insight into why you’re currently getting the sales results you are and what you can do about it, then check out The Morton Kyle Sales Audit
And, if you’re struggling to sell because of buyers going AWOL after you’ve sent the sales quote – don’t get caught out – read How to Follow Up Sales Quotes
There are no magic high performance sales closes that will totally change you sales results, because that sort of change needs a change of heart, mind, positioning and the skills to influence and persuade, so come and jin us on The Sales Improvement Workshop and start selling in line with your sales ambitions
Happy Selling
Carol
0779 002 1885
What are your biggest sales challenges?
0779 002 1885 / carol@mortonkyle.com to get in contact.
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