You heard me right. Salespeople should not be attempting to “close” sales with clients.
It’s all in the definition. Closing is something you do to a person. While it may be just a term, the language is completely one-sided. It implies that you are going entirely for the win regardless of what’s right for the customer.
Salespeople who approach prospects with this kind of self benefiting mentality are almost never successful in their long term endeavors. Depending on their abilities and experience, they may in fact convince the prospect to do business with them, but long term, mutually beneficial relationships are rarely ever fostered. This breed of selling creates the “pushy” and “aggressive” stigma that clouds our entire industry. It puts everyone, including well-wishing, value focused salespeople at a clear disadvantage with prospects.
Do your fellow salespeople a great service and avoid ever approaching a prospect with only your own interests in mind.
Sales closing techniques that have amusing terms or names are often methods that you should not be using. For example:
1) The Puppy Dog Close
2) The Negative Reverse
3) The Silent Treatment
These methods of acquiring new business sound fun and alluring to use, but they are not putting the buyer’s interest first.
Consider switching up the language. Instead of using the word close to define successful business acquisitions, try using words like facilitate.
When you think about facilitating a buying decision, your mindset switches from a winner to a peer of the buyer.
The goal of a peer is to work with a client to reach a mutually agreeable and benefiting outcome. As always, this outcome can either be a “win” or a “loss” but it forces you to put value at the top of your priority list.
Think about the word itself. “Facilitation” means asking questions and working with someone to come to a reasonable solution. Therefore, a salesperson who “facilitates” is one who asks meaningful questions related to benefiting the client and enters discussions with everyone’s interests in mind. Acquiring this type of business, puts you at a better chance of creating business for life.
Remember, the idea behind changing your definition of success isn’t simply switching words in the dictionary. It’s about approaching prospects with a completely different mindset than many salespeople possess. The goal is to ascend beyond just a salesperson and to instead become a valuable business relationship that always puts the interests of the client first. ← Click To Tweet
What’s another method of ensuring that you provide value for your customers?
In order to successfully facilitate with a client, you need to develop the skills and expertise to properly execute meaningful discussions. The Sales Accelerator Program provides you with weekly, innovative sales tips that help you do that.