In sales, closing is the thing. It’s not prospecting. It’s not making your appointments. It’s not communicating with the client or their office. It’s not even the selling part.
In the majority of cases, they stop short right before the end of the sale. It’s the part when, after spending all the time and effort in the “sales part”, they almost never close the sale. And, people who have spent a LOT of money learning their professional sales skills, this is the part that freaks them out.
Whenever I speak to these people, many tell me that they really don’t like selling. Maybe it’s the feeling that — to them— selling is “pushy” or “sales-y”.
And, as I wrote in another post, it could be asking for the money— and that’s a BIG thing for so many!
So, in this post, though, let’s just concentrate on the closing part.
It’s a funny thing… when you’re selling, you are still in the game. Meaning, you still have a chance to get the sale, right?
So, when you need to close the sale — if it doesn’t go in the way you want it to go — then the game’s over. And, that could be part of the fear of closing. The end of the process that terminates the possibility that you will get the sale, get money for you and your business and the feeling of succeeding!
Unfortunately, those people think that when they took a course on getting professional sales skills so that they’ll sell more, those courses tell them to think of the close as something that you will “win”. So, in your mind, if YOU win… the other loses. (At least that seems to be like that — to you.)
Instead, of it is a win/lose scenario, you might want to view it as just a game. But, a game that you will win and they will also get what they want.
When you buy a new car, for instance, yes, the car dealer gets the sale (win), the salesperson gets the commission (win) and you get a new car (win). Do you feel “bad” that you pay? That the salesperson gets his or her cut of the profits? (I hope not.) I bet you have a great feeling driving that shiny new car home.
There’s something else that I talk about this a lot and it’s when someone doesn’t really believe that he or she doesn’t deserve to get the sale because they don’t think that they are the “real deal”.
Almost like they will be “found out” that they aren’t someone who knows what they are doing. Or they are “new to this” business or company. Or they don’t know what they are talking about.
Does any of this seem familiar to you? If so, you could have the Impostor Syndrome.
From Wikipedia— Impostor Syndrome (also known as impostor phenomenon, fraud syndrome or the impostor experience) is a concept describing individuals who are marked by an inability to internalize their accomplishments and have a persistent fear of being exposed as a “fraud”.
The term was coined in 1978 by clinical psychologists Pauline R. Clance and Suzanne A. Imes. Despite external evidence of their competence, those exhibiting the syndrome remain convinced that they are frauds and do not deserve the success they have achieved.
Proof of success is dismissed as luck, timing, or as a result of deceiving others into thinking they are more intelligent and competent than they really are.
While early research focused on the prevalence among high-achieving women, impostor syndrome has been found to affect both men and women, in roughly equal numbers.
Now, you may or not have this, but there are so many people who do. I will delve deep into the Impostor Syndrome in another post because this is a BIG reason why so many just sell well or close their sales!
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