You Cannot Close the Sale Unless You Do This
Many have a particular connotation of the moment of closing a sale. But if you don’t set the right foundation for the relationship, there is no deal to be had.
Microsoft#sales leader Carlos Sousa joins Carson V. Heady for a special discussion.
Closing a sale is not an event. It is the natural culmination of two organizations that want to work together based on shared ideals.
Whether you are in a one-call close, transactional environment or an enterprise environment with long sales cycles, no deal transpires unless the buyer sees the compelling necessity to change versus standing pat or an alternative route.
Certainly, the foundation can be set quickly if it is a direct discussion with the BDM of a small business, but either way you have to minimize the perception of risk by choosing your path.
Focus proactively on researching and adding value, seek to fully understand the customer’s priorities and pain points and do everything you can to deliver a win to customer, your company and everyone who gets paid on the deal.
If you are transparent with process and parameters and resources, map out milestones, hold each other accountable but ensure everyone is on the journey together, your probability of a close increases exponentially.
