For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle.
Here’s the problem with that. It doesn’t work. If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place.
Closing is not something you do to someone, is a journey you take with someone.
I participated in HubSpots Inbound Sales Day where I did this video on how to close in the 21st-Century. Check it out. I go deeper into what closing looks like today and how to do it effectively.
They days of treating “closing” like a step in the sales cycle are over. Learn to close on the journey.
If you want to learn more about how to elegantly close, check out James Muir’s book, The Perfect Close. I talk about it here it with these 13 other must read sales books.
And there is more:
I’m gonna be speaking at Inbound 2016 in Boston. Here’s a discount code to save $200 dollars if you use by the 30th. promo code ISD2016 Enjoy!