Closing is important in sales, but there is a lot of misinformation out there about best practices. Here are 4 Myths Uncovered About Closing the Deal
Closing the deal is a huge focal point of sales. It is the action that turns a prospect into a paying customer and brings revenue into the organization. So, it’s no surprise there is a lot written about how to close, and tips and strategies for closing effectively.
There is also a lot of misinformation and myths about the most effective approaches to closing the deal – information that could actually be hurting your chances of closing.
To set the record straight and separate fact from fiction, here we uncover common myths about closing the deal:
Some believe that if you do the work upfront, the close is the natural conclusion. No matter how strong a relationship you have developed, how well you have positioned your product as the best solution, you still have to ask for the business and ask for the close if you want to complete the sale.
One of the most well known sales strategies has also become one of the most outdated. Sales reps today cannot always be on the hunt for the close. Customers are too smart and see right through this strategy, and in fact, will disengage if you are too pushy. Trying to close too often can actually be detrimental to your sales strategy. Rather, it’s more important to gather information, build relationships, and identify the best time to ask for the business.
Not so much anymore. Your customers have too much information at their disposal today. They have also never had more options. The hard sell today can be seen as a tactic that not only pressures someone into a sale, but is also manipulative and rude. It takes the focus off the customer. It can also make sales reps seem desperate.
Most people don’t have time for the long-winded presentation that has a surprise ending. They want to know the facts, what you can offer, and how you are different from your competitors. Being upfront and honest, rather than trying to trick or sell your customer, will show them you respect their time and intelligence and that you are actually trying to help them solve a problem rather than just make another sale.
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Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.