I was often asked by my sales team members – when did you know that you were adept at closing?
I pondered on this question that often stumped me and left me sort of tongue tied for the right words….and then after applying some analysis (that key skill that I apply when targeting a client) I came up with the following
- #1: How would I rate myself as a closer? In fact, you probably know, in your gut, whether you’re good a closing business. A little self-honesty goes a long way when it comes to self-assessment.
- #2: Am I cultivating the right attitude to close business on a daily basis? Closing business is about laying the groundwork from the get-go. If you’re not getting ready to close, you’re not a closer.
- #3: Am I dependent upon high pressure sales techniques? If you’re using trick closes and high pressure to try to get business, you’re not a closer, you’re a peddler. Different thing entirely.
- # 4: Have I ever delayed closing because I wanted to enjoy the fantasy of getting the business? This is probably the most common debilitating behavior in sales. If you’re doing it, stop. Right now.
- #5: What would it be worth to me if I could easily and simply close more business? If you can still visualize making more money and creating more success, you’re probably not at your peak. Not yet.