The Closing Quotient: Serve

C.Q. Measurement #4: Serve

There’s no more thrilling question in sales than the final closing question. All of your hard work and efforts have led to this one moment where you get to ask them to purchase. It’s the ultimate “yes or no” question for us sales pros.

But as exciting as it is, the answer to the question doesn’t tell us whether or not our job is finished. The answer to the question only tells us what we have to do next. Don’t be fooled into thinking it all lead to a “yes” and now you can relax. The truth is you need a strategic follow-up routine with the customer whether they answer “yes” or “no.”

The final measurement of the Closing Quotient is “Serve.” Sales professionals who score high in this measurement realized that the game doesn’t end after the closing question. If their customers say “yes”, they help the buyers maintain their excitement and reaffirm their good decision. If their customers say “no”, they ask the next question and schedule the next appointment or phone call.

Remember, closing is not a moment in time. It’s a process, not a question. You need a strategic follow-up plan for every person you speak with. That’s how you know you’ve had your chance to change every customer’s world.