4 Reality Checks to Help You Rethink Closing the Sale

​Nothing is quite so universal as the collective distaste for closing. It’s something I address in my Closing 2.0 Academy, because if the mental barrier around closing is not overcome, it’s going to impede your entire sales process.

​Why is this the case, and what can we do about it? Here are four unfounded concerns, and four new realities that can help us deal with the lack of desire to close.

1. ​It Takes Too Much Time 

Concern: “I am spending too much time with clients before closing the sale.”

Reality: Yes, closing correctly means spending more time with a client so you can get to know them.  But it also means asking small closing questions along the way, so by the end of the close you’ve developed a relationship with your clients and you know how they are going to respond.

2. ​It’s Uncomfortable

Concern: “I don’t want to make things awkward between with the client.”

Reality: Every job has its discomfort. Period. That is a universal truth. The discomfort of a surgeon: people could die. The discomfort of a salesperson: people could be annoyed for like 8 seconds. Puh-lease. You’re not assaulting someone’s children here. Buck up, and ask for the sale.

3. I Don’t Want to be Pushy 

Concern: “I don’t want to be ‘that guy’ who has to manipulate in order to get a sale.”

Reality: Fine. Don’t be. Who said anything about pushy? Pushy is about trying to get someone to buy something they don’t want or need. You are providing a valuable solution to a legitimate problem.

Imagine a doctor saying, “I have a cure in mind, but I don’t want to be pushy.” It’s no different here. If your motives are to serve your customer, you need never worry about being pushy.

4. ​I Don’t Want to Damage the Relationship

Concern: “I work hard on building relationships. I don’t want to keep asking my customers to buy.”

Pushy: So don’t. Stop looking at the customer relationship as a “gimme, gimme, gimme” type of thing. Instead, simply ask what problem you can solve. If you can’t solve a problem, you shouldn’t be trying to sell anything at all.

This is not quantum physics and it’s not rescuing passengers from a train that is dangling over a cliff. This is sales.

Stop thinking about it and do it. And when you do it right, you change someone’s world.

 

Get your closing techniques right and you’ll propel your sales further than you ever thought possible.  Join me in June in Dallas, TX for my Closing 2.0 Academy and learn how to change your sales strategy so you can change your world.  

 


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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.