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Is "Always Be Closing" Actually Good Sales Advice?
A Salesgirl's Simple Guide to the Close
Courtney Talley
December 02, 2024 • Estimated Reading Time: 3 minutes
If you’ve ever been given the sales advice “always be closing” - you need to read this….
While we’re here, why is it always a middle aged man who has bEeN in sAleS for 20 yEaRs who says it?
I’m tired.
If we had a penny for every time we mentioned being in sales and someone hit us with a “hehe haha always be closing, am I right haha lol”…
We would have lots of pennies.
While it’s very relatable and might even get you a sympathy laugh… it’s heavy on the WHAT and non-existent on the HOW.
Everyone is so quick to help by not actually helping at all.
The close IS important, but if you’ve ever found success in selling anything, you know that sales is a process, not an event.
A good rule of thumb: unless you have a helpful tip on the art of the close OR you’re Michael Scott, skip the cliche.
I’m not Michael Scott (unfortunately) but I do have a helpful guideline for you.
Salesgirl’s Guide to the Close
DITCH THIS: | DO THIS: |
|---|---|
Offering > 2 options for them to decide on | Confidently ask for a simple “this or that” decision |
Breaking the silence before they respond | Give them time to think and welcome the silence |
Talking through it by giving more information | Let them answer before offering more info |
Trying to close immediately | Ask questions and actually find out if your product/service can help them |
If sales was a pie, the close would be the sliver that your almond mom asks for after dinner.
It’s undoubtedly important to your sales, but there’s a lot more to it.
The other pieces of the pie: getting attention, qualifying, gathering information, listening, body language, building value, painting word pictures, handling objections, storytelling, using demonstrations…
not actual data… but listening would still be the majority of a sales pie if it was
Take the pressure off of the close!
When you are strong in the 99.2%, The Close will be the easiest either-or question your prospect has ever answered.
This smells like the beginning of a sales series.
Are we breaking down body language or getting attention next?
See what I did there?
Xo, The Salesgirls
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