The following is an excerpt from The Sell Smarter Collection.
Don’t forget to close
Would you ever consider working a full week then tell your boss to just keep the paycheck? Of course you wouldn’t. Occasionally, as salespeople, we do just this. We prospect, we set appointments, we pitch, and then we set a follow-up, all without closing. Just like working that forty-hour week, going through the entire sales process without actually asking for the business is one of the dumbest things we do to get in our own way as sales folks, yet we do it every day.
Not closing comes from a few places. All of which can be addressed and tweaked in your game.
One such place not closing comes from is not recognizing when the client is ready. This can be a tough one. Very rarely does the prospect ask us “So… what’s the next step from here?”.