Confidence is key

Ah Sunday, a great day to reflect.  In fact I find myself reflecting on a recent sales call with a junior colleague and his inability to close the deal. When I’m talking about the deal, I’m not just talking about the small deal, big deal, medium deal. Nope, I’m talking about every deal. One of the crucial mistakes I notice sales people make is the lack of confidence.

 I’ve discussed previously that not everyone can consistently be told “no” and maintain a positive attitude. Well that positive attitude correlates into how much confidence a person can and will have. Not all of the closers are of the mentality the “glass is half-full” BUT you will find that closers have confidence in their ability to close the deal. No matter how big or how small the sale is they will attack it with the same repertoire every time. Knowing you will get paid increases the chances of the sale being completed.

One of my biggest pet peeves is watching people ask repeated yes or no questions and then being unable to figure out why they could not engage the customer into meaningful conversation. Hello? Before you can understand fully what motivates the buying behavior of the individual it is important to do a little investigative work.

People with confidence are able to avoid yes or no questions and get right to the point. Getting to the point by asking engaging questions, if done appropriately, will enable you the ability to lower the buying barriers of the customer. Instead I hear the yes or no questions being spewed out of the mouths of average employees on a daily basis. So much to the point I almost consider it a part of their normal day routine right along with lunch at noon, smoke breaks and water cooler chats.

The closer is not afraid of the confrontations involved with sealing the deal. Closers are not afraid to do the initial investigative work to uncover the buying motivations of the customer. When the average employee figures out this key concept I take great pride in watching their numbers increase. When their numbers increase their outlook tends to change. When the outlook changes to more positive approaches their confidence levels begin to change. When their confidence level increases they start on their never-ending journey of becoming what I am, the closer.