ABC – that’s my sales process!
If you can close a sale on the first call, why not? How will you ever know if you don’t go for the close when it’s clear there is a perfect fit? You won’t….It comes back to instincts again and the courage to follow your gut and know when to go in for the kill when you smell the blood.
Have you ever closed a deal on the first call? I’m not talking about taking an order for a new shirt… I am talking about a 5 figure transaction that normally follows a “sales process”. Think about it for a second and change your style to accelerate the process and you will close a lot more. For the record, I have personally closed several deals on the first call so it can be done. Take a chance and go for it.
Get Mental!!!
Brick
I have, 15 years of selling and I think I’ve done it 10 times (with deals fo any significant size). Now, over that time I’ve closed thousands of deals… 10 closed on one call. IF there is only one decision maker, IF they are highly motivated, IF they have the guts to make fast decisions, and IF you have a sales person who can “smell blood” and know when to close, it’s the best sale ever. In the 99% of sales that can’t be closed in one call, it’s nice to have a process to fall back on, especially for sales people who don’t have instincts. A master craftsman can build a barbecue by feel, most normal people still need the directions. Almost all leading companies use sales process because they know only hiring masters is not a realistic strategy. However, give people good directions and you get a lot of barbecue.
i get that but too many people become slaves to the process and ignore the smell….and miss the opening to close. that’s what i’m talking about. we don’t have to follow a strict process or we can skip steps in the process if it makes sense, ABC