VisioneersPartner
Ernst-Jandl-Weg 5/2/40
1220 Wien
Austria
www.visioneerspartner.com
office@visioneerspartner.com
+43.699.112.833.10
Week 1: Executive’s Guide to Closing More Sales
There are only a few reasons sales professionals may not be closing sales. With each
one of these, you will not see long-term improvements in closing more sales by only
telling and training your sales people.
The diagnosis starts with a look at the organization’s job description, sales professional
behaviors for success, performance management / performance review policies,
management’s leadership and coaching skills and sales professionals’ understanding
of expectations.
If one of these areas is missing, it is vital that the gaps are bridged before focusing on
the sales professionals.
Management cannot assume that a sales professional will ask customers if they want
to purchase a product.
Just like a sales professional cannot assume a customer will want to purchase a
product.
VisioneersPartner
Ernst-Jandl-Weg 5/2/40
1220 Wien
Austria
www.visioneerspartner.com
office@visioneerspartner.com
+43.699.112.833.10
Symptom
Treatment
Options
“I do not have Coaching
to close; the
with Training
buyer knows I
want them to
make a
purchase.”
Treatment Plan
“I do not
want to close,
I do not feel
comfortable
or the buyer
does not
want me to
ask.”
Coaching
and possible
Performance
Management
The sales professionals can close customers.
Management must uncover the issue why they are not.
Is this an issue of the sales professional not having the
will to close or simply being uncomfortable?
(Training not
needed if the
base skill is
there.)
If it is will, and the sales process requires a close, then
shift to Performance Management and decide if they are
the right employee for the organization.
Training someone to close is easy.
Making it become habit takes coaching and on-the-job
practice and feedback. Make sure managers and
coaches are ready to model excellent closing techniques
and are ready to support front-line sales professionals.
If the issue is comfort then coach them. While not easy,
this is successful in most cases.
“It is so
Coaching
frustrating;
and Training
the customers
say no 6, 7, 8,
or 9 out of 10
times.”
The usual scenario in this situation is that the sales
professional has not fully understood the needs, hopes,
dreams, desires and personal benefits of the customer
and/or has not communicated how your product will
satisfy those needs, hopes, dreams, desires and personal
benefits.
Uncover the underlying issues such as needs analysis,
quality of questions, understanding features, attributes
and benefits. Then develop the training and coaching
program.
“It is pointless
to ask. The
customer
always says
‘No’!”
Consulting,
Coaching
and/or
Training
Most likely a severe case of the frustration or there are
gaps that need bridged such as the company’s
messaging, issues within the marketing mix, sales
process, lead management, or training sustainability.
Performance
Management
if this is an
excuse.
It is recommended that someone not involved with the
sales and marketing teams to diagnose the issue before
spending money and time on coaching and training.
If this is an excuse, then go back to the will of the sales
professional as in the case above.