Stop Trying to “Close” Sales!

Did you just do a double take? Stop trying to close sales...isn't that counter-productive to our sales success? 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:

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