The close to your sales conversation is the most critical part of your entire engagement. You can have a great discussion where you conduct flawless discovery and begin to influence customer belief in your product. However, if there is no mutually aligned next step between you and the customer, nothing gets done and your potential deal dies on the vine. You get busy with other deals, your customer gets busy with other priorities, and the sales call you just worked so hard in preparing and executing is quickly forgotten.
In this newsletter, I am going to help you rethink what it means to close a meeting. I will touch on why, without the proper close, your customer fails to take action and how to avoid that. I will also cover the goal of your close (hint: it’s not what you think) and end with a checklist of what you need to align on with the customer prior to leaving the meeting. Let’s get started.