HTSS183 - Everyone wants to be a closer until the unexpected - Scott Sylvan Bell
Everyone wants to be a closer until they have to put in the work
Every time you solve a problem you create a new one, this is true and life and business. This is a lesson you must understand. Once you get this sales does become easier. Sales failures and sales slumps are a normal part of the job. There are times where people say they want to be in sales and that they want to be a closer until they have to take aciton.
Different ways to think about sales
Think about this, you sell a product and or service and its new to the buyer. They know what life was like before they bought but they don’t know what life is like after. You need to build comfort, consistency as well as commitment. Salespeople don’t know how to do this, they think its all bout the price. You must be able to resolve the issues of the past, present, and future. You don't want to be an emotional punching bag for someone so they feel better without them taking action.
Tough conversations in sales
Tough conversations are something you must learn how to have. Most salespeople are scared or upset and or angry buyers. You must get past the worry and or fear of tough conversations with your buyers. Angry and upset people will still purchase goods and or services. You can have candid conversations with people about their fears and or worries.
Turn problems into opportunities in sales
Whatever "problem" your new product or service creates should have an opportunity to fix it. Every problem should be looked at as an opportunity. Most salespeople get caught up on one side of the coin. Here are just some of the problems you can, will or may face.
Walk sales into the horizon and the future
Not everyone has it in them to deal with what closers create, in fact managers say “why cant we go back to the way it used to be". Closers are future-facing and move forward. Closer know when they meet closers, closers also know when they meet posers. There is a feel to someone who can and will close deals. There is also a feel of those who cant. Its in their actions, their voice and their overall persona. Game recognize game.
Everyone wants to be a closer until office politics
Closers will say what they are thinking, they don’t take crap from managers – they know they are the prize and can get a new job now (they take the arrows in sales meetings and don’t care)
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