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 skillsets, 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.