There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”    That advice is incredibly overdone.  There is no one aspect of sales (at least in the B2B world) that undeservedly receives more disproportionate time and talk than the subject of “closing the sale.”

In my experience, closing has never been the result of verbal gymnastics on my part.  It’s not my clever refrains, my slick tactics, my memorized “objection over-comers” nor my manipulative perseverance that has brought me business.  Instead, it was the suitability of my offer to the needs/desires/values of the customer. 

Check out this episode!