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By letting go of the old model of closing and embracing the sales approach of helping others with their buying decisions, you open the door to selling more.


Stop Trying to Close More Sales

Some salespeople close sales by accident. Look at your own experience. Reflect back on the last three items you purchased. Did you choose to buy because somebody closed you or because you wanted the item and you made a buying decision?

Yet, many salespeople try to close more sales.

In today’s marketplace, top salespeople engage in sales behaviors that demonstrate they believe selling is about helping people with their buying decisions, not traditional selling techniques like closing. This more client-focused approach produces better sales results.

Salespeople Sell More When …

Salespeople get better sales results when they stop focusing on closing people and start focusing on helping people with their buying decisions.

To help increase your sales, make the decision that your role is to help others with their buying decisions instead of closing.

Your responsibility then becomes to focus on what you say, ask or do to discover:

1. Your prospects’ buying decision-making process

2. Where your prospects are in that process

3. What your prospects need as they go thru the process

As you change your focus to helping others with their decision-making, monitor what you can do or can do better to support your prospects with their decision-making process.

This shift of thinking about your prospects’ buying processes rather than closing them will require a bit of redirection from you. Think of it in categories.

Instead of closing, reflect on:

1. Your prospects’ steps in their decision-making process

2. Your prospects’ pains and passions

3. How those pains and passions influence their decision-making

4. Your prospects’ priorities

5. Where your prospects are in the decision-making process

6. Who is involved in your prospects’ decision-making

7. Who is affected by their buying decision

8. What criteria they are using to make their buying decision

9. What you can ask to discover how to best help them with their decision

10. The information your prospects need to make their decision

By letting go of the old model of closing and embracing the sales approach of helping others with their buying decisions, you open the door to selling more.

About the author

Peri Shawn

Peri Shawn

Peri Shawn is an award-winning sales and leadership author. She helps sales executives get…

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