Introducing The Closing Quotient
Welcome, Amy O’Connor!
Several years ago I saw Amy O’Connor training a group of sales professionals at a conference. As I stood in the back and saw her work I realized that I was watching my future competition standing up there. So I did the only logical thing I could think of… I hired her! Amy has been a hugely important part of Shore Consulting for over a year now and we LOVE having her with us.
When I hired Amy, the two of us sat down and discussed our personal sales philosophies. She had some wonderful and fresh ideas to share. I asked her to record this upcoming series on one of her most impressive philosophies: The Closing Quotient.
Much like the measure of one’s intelligence (I.Q.), or the measure of one’s emotional capabilities (E.Q.), the C.Q. is a measure of a salesperson’s ability to close throughout each sale. Closing is not a single question that is asked at the end of a demonstration. It’s a process. And you may need to strengthen your ability to move through that process with your buyers.
