Closing vs. Order Taking

I have often heard, "Wow, that was a tough deal!" Well, the reality is that all 'closes' are tough and that is why we are paid. To navigate, inquire, present, follow up, reframe, reposition, endure. Not all 'sales' are difficult. "Sales"can happen and fall into our laps. Companies don't need us for this because these deals are going to happen anyway. We are just 'writing it up.' Granted, we can use a few gimmes once in a while, but in reality, anyone can do that. Closing isn't easy. Order Taking isn't selling. 

Closing requires fortitude, creativity and endurance and differentiates the mediocre from the elite sellers. Closers learn and study about how to win more business, what buyers need. Closers study the 'game film' of each deal to see why they won or lost and how to improve. Closers can ride the rollercoaster of potential emotions that come with being in Sales and stay focused. Closers know that it's all about the buyer and solving their problems. Closers not only know how to handle objections, but they anticipate them and are ready to solve them. They don't twist the buyer's arm, but they know how to create a sense of urgency because they do a great job of highlighting the risk of the buyer's inaction. Closers can talk money. And with confidence. They know how to negotiate from a position of strength. And like any elite athlete, they work on their game, role playing in their heads or with a colleague. Closers believe in themselves and their product so much that they make it almost impossible not to buy. They help buyers 'find' budget to get a deal done. Just like every player on the field is not an All-Star, not all sellers are closers. But with hard work, training/coaching, stepping into what may be uncomfortable territory, and learning from setbacks, the order-taker can become a great closer.

To your success.

Peace.

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