Selling Tip - What Closing Feels Like

What Closing Sales Feels Like

Salespeople usually close sales in one of two ways; the first, where the prospect or customer calls and says, "we're ready" or "we've decided to move ahead". The alternative is when the salesperson knows the opportunity is closable, senses the right time to close and makes the sale. But what does sensing the sale feel like? Part of sensing the right time to close is a result of feeling confident because you know the prospect is completely qualified, you've presented a needs and cost appropriate solution, meaning it's the right time to close. The other part of sensing the close is a feeling that comes over most great salespeople. I've been asked a number of times to describe that feeling and over the years I've tried a number of different analogies and explanations but today, I will help you experience the feeling. Here's a link to a unique video that shows a race car in a drag race against a fighter jet. As the race begins you'll begin to get a feeling which, as the race progresses and finally comes to a nerve wrenching conclusion, will intensify. This feeling is the one that should come over you at closing time. The problem is that most salespeople mistake this powerful feeling as a case of nerves and shy away from, instead of moving assertively toward, the close. Watch the video clip now. You can learn more about the subtleties of closing by reviewing your copy of Baseline Selling.