“You’ve got to be more interested in inviting people to work with you than in trying to close them into something that they may or may not want to do. ” – Bill Caskey in today’s Tip 956
Do you find yourself restless when it’s time to close?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Bill Caskey. Bill is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. His philosophies and strategies have fueled explosive growth in sales and profits for his clients. Bill’s passionate about sharing his ideas about selling, business, life, money, and meaning. Here he is:
Bill Caskey: Hi, this is Bill Caskey. Today’s tip, never be closing. You’ve heard the Glengarry Glen Ross quote, “Always be closing ABC…, Always be closing.” I think that’s wrong. People are on to that. They can sniff that a mile away. What I would suggest is never be closing until it’s the right time and when it’s the right time, don’t think of as closing. Think of it as inviting someone to work with you and to have you help them solve their problems. This should be an invitation to get their problem solved. It should not be some kind of a tricky tippy technique thing hack where you’re trying to get somebody to do business with you.
Press hard the third copy is yours or hey, this deal is good, but it’s only good through Friday at 5 o’clock. Those kinds of things don’t work today. You’ve got to be more interested in inviting people to work with you than in trying to close them into something that they may or may not want to do. I like the idea of getting a decision, but the decision is do you want to solve the problem? Not do you want to do business with me?
So think about that in your world. Do you find yourself restless when it’s time to close? If so, change your approach. This is all part of the new game of selling. Stop trying to get people to do something and make sure that you’ve done a proper job upfront of understanding their dilemma, understanding their pains and problems and goals and dreams and objectives, and then invite them to do business with you. It’s so much softer. It’s so much more effective. Your close rate will skyrocket. Stop closing.
Be sure to come back tomorrow for another great sales tip. Thanks for listening!