19 Jan Lessening Anxiety About Closing Sales

Business Points of Performance [BiZPoP #1]:  Advice for Greater Success in Closing Sales

Video Length:  9:03

Closing sales is likely one of the most difficult things we do as professionals. Some individuals seem to have a natural talent for selling and jump into the profession with great determination to be a top performer. But like me, I imagine that there are many people who don’t comfortably step into a selling role.

Maybe some can avoid what might be considered a ‘necessary evil’ but if you are a business owner, it’s almost impossible to avoid having sales conversations. Without them, well, there would be no deal and no income.

So selling and closing sales is one of the most crucial business functions we all have to perform. And it’s one that causes a lot of stress and anxiety.

Realizing The Sale or ‘Your Numbers’ are in Jeopardy

Much as any sales professional will admit it, the end of a month or quarter looms large, all the time. Generally that is the time when management looks to see how much revenue has been brought in and ‘numbers’ are being hit. This is the time when many sales people will become more persistent in their sales approach and may even become so stressed that they forget the most effective sales techniques to use.

Tom Snyder, the keynote speaker at the 2016 Institute for Excellence in Sales Awards event, urged us to not ‘panic’ when we see the end of a performance period approaching or if we are feeling that the ‘sale’ is taking an unexpected turn. Snyder recommended that a step back be taken and that we pause to consider how we’re approaching the sales conversation.

Be thoughtful and look at the situation and consider what it is you want to achieve for the prospect or client. Be ready to ask them questions, to talk about specifics and then thoughtfully move forward in your sales conversations.

Establishing a Longer-Term Relationship

While we prefer to make a sale now, it’s critical to remember  it may instead be made in the future.

So it is always good to develop a strong relationship with your prospects or clients. Snyder called this ‘professional persuasion’ but I consider it to be ‘social selling.’ Listen well, be patient, and seek to connect more thoughtfully with those you want to serve. Have a conversation and not a presentation while addressing their needs and answering their questions.

Here’s the thing then …

The client must always be top-of-mind. Closing sales is not about making quota numbers or getting awards. Closing sales are about finding solutions for your clients and ensuring that the right solution is provided. If at any point, it seems that the sale is not heading for a successful close, don’t get stressed and start to ‘push’ for a positive outcome. Rather think about what’s best for the buyer and what will best yield a sustainable relationship over time that can lead to more sales in the future.