Selling is More Than Closing Business

Are you building a sales career or living or dying by your next deal? Tiger Woods is working toward a career objective, and as we saw Sunday at the PGA Tournament, things don’t always go as planned. Closing business at every opportunity would be great, but the reality is we don’t close every deal, but we do have a response to every outcome.

Your response to your wins and losses will either bring you closer to your career objectives or further away.Your response can be considered part of the career sales process.

Tiger understands winning 19 major PGA tournaments is a career objective. Some years he will win 1-4 and other years none at all. No matter what the result, each year he works to get better. He responds by finding ways to improve and avoids wallowing in his losses or basking in his wins.

During these last 12 months I have not witnessed record selling numbers by my clients, but I have witnessed quality individuals focused on getting better. These sales professionals are building a career, and when the market changes they will be positioned to set records.

Don’t let yourself complain when things aren’t going your way. Assess how you might do things better, different or more creatively then pick up a club and take your next shot. Sometimes, a change isn’t necessary, just simply keep showing up and doing what you need to do, the results will come.

Here are four ways to keep your game sharp and prepared for the next opportunity to be closing business.

  • Make referrals your number one source of new leads and opportunities. Then do the work to build your referral network that enjoys providing you referrals.
  • Continue to get better at understanding what is valuable and meaningful to your clients more than what is important to you.
  • Exceed your prospects or customers expectations whenever possible.
  • Stay organized so your mind is free from remembering, and can be used more for creativity. A big part of organization is being well prepared for each meeting you have scheduled.

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