When you ponder upon your sales process, why does everything centre around the close?
That’s the question I have been asking this month.
Because there is a fixation about the time it takes to close a sales, the amount of time spent to get to yes, the feelings of a massive let down when the door never latches, the stupidity of customers who can’t get to a yes and the sheer exhaustion of always having to be ON.
I simply don’t understand the constant fixation on the endpoint or the close of the sale. I focus on the dance, the whole process of getting to know the prospect, to understand their point of view, to figuring out if I can solve their problem. I focus on building the relationship and sharing all kinds of information. First. If they don’t bite the first time, I don’t worry about it. Because that just means I have not given them enough reasons to trust me yet. I still have work to do. I have more building of the relationship, more sharing and more wooing. As long as I stay in front of them, they will eventually come to the realization themselves, that I am there for them. And they will make the decision for themselves, that they need me. That I can help them. And they will pick up the phone and say, hey, let’s chat now. I am ready.
I realize this is not the usual way to sell. Because in my world, the close is simply not the most important piece in the process.
Plus, I realize this is a tad slower than many would care to go. But longer term, it is better. Because I care about the person first, the sale second. That is what my customers appreciate. And that is why they refer me.
If you would like to learn other interesting ways to sell your services or products, contact me. I am always happy to help.
To your success!