Today we’re going to be tackling a misconception that has probably ruined more sales careers and tarnished more reputations in our profession then just about any other. The idea that exceptional sales people ‘CLOSE’ customers. It has almost been ingrained in our minds at this point. We’ve been told that we should “Always Be Closing”, or that sales people should look and act like the movie character Gordon Gekko. That we are missing some great closing secret that will somehow have customers throwing their check books at us or that there is some magic “sell me this pen” moment that needs to take place in the sales process. The idea that sales people need to force a product or pitch upon somebody that has no genuine interest and as long as they have ‘closing’ skills, they will rule the day.
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Stop trying to "CLOSE" customers!
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Today we’re going to be tackling a misconception that has probably ruined more sales careers and tarnished more reputations in our profession then just about any other. The idea that exceptional sales people ‘CLOSE’ customers. It has almost been ingrained in our minds at this point. We’ve been told that we should “Always Be Closing”, or that sales people should look and act like the movie character Gordon Gekko. That we are missing some great closing secret that will somehow have customers throwing their check books at us or that there is some magic “sell me this pen” moment that needs to take place in the sales process. The idea that sales people need to force a product or pitch upon somebody that has no genuine interest and as long as they have ‘closing’ skills, they will rule the day.