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.

• Other salespeople who are knuckleheads – they don’t practice, they don’t know their product, they sell on price, they call and dump on the closer, they need help with mommy or daddy close the deal.
• They have to deal with the office who doesn’t care about deadlines, promises made – by all means they get paid by the hour and hate closers
• They get difficult clients – and close them -
• They have to answer questions – and do it well
• They have to close – and ask for the sale
• They have to deal with post close issues – products, services as well as logistics and or vendors
• They have to deal with paperwork – lots of deals = lots of paperwork
• They have to deal with upset clients – not everything goes right with set up, processes and delivery
• They have to deal with haters – show me a closer and I will show you a line of haters
• They have to deal with managers that don’t get sales (accountants, HR and managers don’t understand closers) office staff love pliable salespeople – they don’t ask, they don’t push and they don’t get.
• Closers learn how to say what they are thinking in a way that’s bold – it drives insecurity in others so it creates problems

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)