How many times have you kicked yourself because you got to the close of a sale and managed to fumble around it, trip over your presentation and eventually watch the potential buyer walking out the metaphorical door with the sale lost somewhere in between the second time you stuttered and the moment you felt the butterflies kick in?

How often have you thought it was ‘the close’ that you stuffed up, even though you nailed everything else?

Understand now – whether or not the sale is closed is actually out of your control.

Contrary to popular belief, there’s not much you can actually do as an ethical salesperson to ensure that a sale is completed, because at the end of the day it isn’t necessarily up to you whether the money gets handed over or not – that’s ultimately up to the buyer.

The truth of the matter is that the successful close of a sale is simply a result and outcome of all the work that has lead up to it. Most people have already decided upon whether they will buy or not well before the close even takes its seat on the sales horizon, and you’re about to find out why.

We have to of course ask first however, what is the point in being a sales professional at all?

What is it that you as the sales professional can control? What ultimately is your responsibility?

And this is where a major shift needs to happen for a large majority of sales professionals and business owners closing their own sales.

Your responsibility sits comfortably in knowing that you have done everything you can to give your buyer the best chance to make a great buying decision – not in taking the money out of their pocket for them.

There are parts of the sales process that you can control, and parts that you can’t.

You can’t speak the words ‘thanks I’ll take it!’ for them, but you can ensure you followed them up two days later like you said you would.

You can’t sign on the dotted line for them, but you can show them you care by asking the qualifying questions you know will give you the best understanding of their needs and desires.

You can’t read the Credit Card number out aloud on the phone for them, but you can ensure you are using the right tonality of voice throughout the entire phone call.

So next time you miss out on closing a particular deal, refrain from asking yourself ‘what should I have done differently when aiming to close that sale?’ and instead ask ‘what have I done in the minutes, days, weeks and months leading up to the close of this sale to suggest I deserve their business?’

It is then that your sales focus becomes magnified as you put out of your mind anything that is beyond your control, and put your time, effort and energy into what you can take care of in order to give yourself the best chance of closing the sales you will evidently and rightfully deserve.

Darcy J Smyth is the Lead Trainer and Creator of the Tonal Persuasion Method for Sales – a methodology designed to help you close sales without having to revert back to the dreaded ‘Hard Sell’ that turns so many away in the modern business landscape.


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