A-B-C. A-Always, B-be, C-closing. Always be closing!
Every time I lead a session on how to close a sales meeting I think of the famous Alec Baldwin monologue in the movie, Glengarry Glen Ross. While funny, he does an absolutely awful job in motivating and teaching his team of salesmen on how to close for next steps with a customer. Unfortunately, that is also true for a lot of advice out there on the worldwide web. There are many sales “professionals” out there who provide bad advice on how to close a deal. Their advice often centers around how to “get to yes” with your customer by teaching tactics that only put pressure on your customer to be agreeable in the meeting, and then ghost you on follow up communication.
Or, they offer sales scripts and specific phrases you need to say that are sure to close any deal. In real life, none of that works. Especially if you work in a complex sales environment or sell a non-commodity product.
Instead, the best reps in the game have a reproducible framework they use for closing a sales meeting. A framework is not a sales script. It is simply a foundation that guides your talk track so no matter which customer you’re speaking with, you have a consistent and replicable stepwise approach. Below, I’m sharing the exact framework I use and coach to in closing sales meetings to create actionable next steps.
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