“…only one thing counts in this world: get them to sign on the line which is dotted.”
—Glengarry Glen Ross, 1992.
—Glengarry Glen Ross, 1992.
Researching the Internet’s sales communities, I was amazed by how many self-proclaimed “Sales Experts” are preaching aggressive closing techniques or the “Closing Mentality.” The following are just a few (out of dozens) of their examples:
• 24 Techniques for Closing the Sale,
• Secrets of Closing the Sale,
• Killer Closing Techniques,
• Closing the Sale for Dummies,
• And even... “Hypnotize” Customers.
The “Closing Mentality”—inherent in every technique these experts promote—teaches us to pressure people into making decisions that are not necessarily in their best interests—decisions likely to have long-lasting, far-reaching negative affects on their lives.
The “Closing Mentality” not only endangers the buyer, but it also damages the seller. Seeking to confuse others, we ourselves become confused. The “Closing Mentality” causes us to compromise our values, to distort the truth, to create a high level of discomfort, to suspend our inclinations toward empathy and understanding—in other words: to become what we are not.
We have all seen the negative impact that this “Closing Mentality” has had on the real estate market. In the name of “closing the deal,” many lenders ignored the truth about people’s financial situations. Individuals entered into loan agreements they had no business entering. Now they find themselves facing threats of foreclosure. Home loss is just one way the “Closing Mentality” has wrought tragedy upon the lives of real people.
I had a conversation just the other day with a lender in the mortgage industry. He told me that, at the height of the real estate boom, he used to close forty deals a month. Now he is lucky if he closes two. He also made an interesting comment regarding the “Closing Mentality.” He said, “I want to go back to Sales 101 and just tell the truth to people.” Wow. The truth—what a concept!
Honesty and integrity should be core values that are reflected in all aspects of our lives, including our actions as sales representatives. People want authenticity; they want to work with those who are trustworthy, caring, understanding, and truthful. Therefore, our first responsibility in the selling process involves getting to the truth.
I am currently working on a high profile account—worth over 10 million dollars in revenue—with a company that has brand recognition throughout the world. Over the course of a couple of months, I had a few phone conversations and email exchanges with my contact, during which I sought to familiarize myself with her “truth” regarding the conditions and pacing of the project’s forward momentum. Meanwhile, the company with which I am partnered was contacting me several times a week seeking status updates: “What is the progress?” “When can we move forward?” “What other strategies can we use?” And so on, and so on!
The “Closing Mentality” would have compelled me to transfer that pressure to my contact, pushing her to move faster. I do not believe, however, that more frequent and more aggressive communication would have produced any beneficial results. More likely, my contact person would have closed the door on the whole thing, and the opportunity would have been lost.
Fortunately, instead of the “Closing Mentality,” I adopted a mindset that I call “It’s Not About the Sale.” I was patient and respectful, responding to my contact person’s needs and pacing. And it paid off. She recently called to say she was sending a mini-RFP—the process is moving forward.
Going at your customer’s pace—as illustrated by the preceding example—is one step in the “It’s Not About the Sale” approach. This mindset represents the alternative to the “Closing Mentality.”
Next week I will outline the steps and values of the “It’s Not About the Sale” process. This approach really is about creating a mindset, since it acknowledges that each sales scenario is unique. If you adopt this mindset, I believe that you will find far more opportunities and feel far less pressure.
I want this blog to be interactive. I want to hear your opinions, thoughts, and stories, and I want to answer your questions about different sales scenarios. I also want to ask questions and see how people respond. Through this interactive communication, we can build a community wherein we can truly help each other achieve success—in sales and in all aspects of our lives.
Warmest Regards,
Gabriel P.
• 24 Techniques for Closing the Sale,
• Secrets of Closing the Sale,
• Killer Closing Techniques,
• Closing the Sale for Dummies,
• And even... “Hypnotize” Customers.
The “Closing Mentality”—inherent in every technique these experts promote—teaches us to pressure people into making decisions that are not necessarily in their best interests—decisions likely to have long-lasting, far-reaching negative affects on their lives.
The “Closing Mentality” not only endangers the buyer, but it also damages the seller. Seeking to confuse others, we ourselves become confused. The “Closing Mentality” causes us to compromise our values, to distort the truth, to create a high level of discomfort, to suspend our inclinations toward empathy and understanding—in other words: to become what we are not.
We have all seen the negative impact that this “Closing Mentality” has had on the real estate market. In the name of “closing the deal,” many lenders ignored the truth about people’s financial situations. Individuals entered into loan agreements they had no business entering. Now they find themselves facing threats of foreclosure. Home loss is just one way the “Closing Mentality” has wrought tragedy upon the lives of real people.
I had a conversation just the other day with a lender in the mortgage industry. He told me that, at the height of the real estate boom, he used to close forty deals a month. Now he is lucky if he closes two. He also made an interesting comment regarding the “Closing Mentality.” He said, “I want to go back to Sales 101 and just tell the truth to people.” Wow. The truth—what a concept!
Honesty and integrity should be core values that are reflected in all aspects of our lives, including our actions as sales representatives. People want authenticity; they want to work with those who are trustworthy, caring, understanding, and truthful. Therefore, our first responsibility in the selling process involves getting to the truth.
I am currently working on a high profile account—worth over 10 million dollars in revenue—with a company that has brand recognition throughout the world. Over the course of a couple of months, I had a few phone conversations and email exchanges with my contact, during which I sought to familiarize myself with her “truth” regarding the conditions and pacing of the project’s forward momentum. Meanwhile, the company with which I am partnered was contacting me several times a week seeking status updates: “What is the progress?” “When can we move forward?” “What other strategies can we use?” And so on, and so on!
The “Closing Mentality” would have compelled me to transfer that pressure to my contact, pushing her to move faster. I do not believe, however, that more frequent and more aggressive communication would have produced any beneficial results. More likely, my contact person would have closed the door on the whole thing, and the opportunity would have been lost.
Fortunately, instead of the “Closing Mentality,” I adopted a mindset that I call “It’s Not About the Sale.” I was patient and respectful, responding to my contact person’s needs and pacing. And it paid off. She recently called to say she was sending a mini-RFP—the process is moving forward.
Going at your customer’s pace—as illustrated by the preceding example—is one step in the “It’s Not About the Sale” approach. This mindset represents the alternative to the “Closing Mentality.”
Next week I will outline the steps and values of the “It’s Not About the Sale” process. This approach really is about creating a mindset, since it acknowledges that each sales scenario is unique. If you adopt this mindset, I believe that you will find far more opportunities and feel far less pressure.
I want this blog to be interactive. I want to hear your opinions, thoughts, and stories, and I want to answer your questions about different sales scenarios. I also want to ask questions and see how people respond. Through this interactive communication, we can build a community wherein we can truly help each other achieve success—in sales and in all aspects of our lives.
Warmest Regards,
Gabriel P.
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