The ABC of Sales - And the Complex Sale
2 Mar 2009
I’m often asked to help companies who deal with complex sales. By ‘complex’ I mean sales that can take from 6 months to 2 years to close. And the one thing I notice above all else is that because it is readily accepted that this is the ‘normal’ time frame for these transactions to conclude, that the salesperson always accepts this time frame, and just goes along with it. Yet in my experience, this sales cycle can almost always be reduced considerably by remembering the ABC of Sales – ‘Always Be Closing’.
Whilst writing this item, I also remembered something I once heard from another top sales trainer who’s name I cannot remember. He said: ‘The best salespeople with a thorough knowledge of their customers’ challenges and who have the solution to their problems are just a wee bit south of arrogant.’
One of the most audacious or arrogant closes I ever heard was when I was carrying out some field visits for a client with some of their top sales producers and went on an appointment with one to see the managing partner of one of the three top law firms in London. This was the hopefully going to be the final meeting to close a deal after about six months of negotiation with several other partners.
Picture the scene: A beautiful office and the managing partner seated behind his antique desk. Rows of law books from floor to ceiling behind him. He was wearing those small half moon glasses worn by people who often have to read a lot of fine print. He wore a pin striped suit that probably cost twice my monthly mortgage payment. He wore a very smart, striped Turnbull and Asser striped shirt and tie. His shoes must have cost at least £500 - each. And he probably wore pinstriped underpants too. There was a little dialogue, a summary of discussions to date and some more questions.
And then the salesperson leaned back in his chair, put his hands behind his head and said – “Do you know what. It’s about bloody time some money changed hands here”. There was a deathly silence -for about one minute (the Silent Close’). And then the managing partner responded with “ I think you’re right”.
I asked the salesperson afterwards if he’d ever used that close before and he said “no – it just came to me”. And it’s the only close he’s used ever since and always including the word bloody!
Could you use that?
Whatever close you want to use – just remember ABC – always be closing! It’s in the best interests of both parties.