The "Closer"

What does it take to be a good closer?  I can count on one hand the incredible closers I've experienced in 41 years.  What did they do that was different from what the rest of us do?

1.  Confidence: Good closers have absolute confidence that they provide the best solution to the customer.  And they convey that confidence.  (Click here to go back and revisit the body language post.)  I say best "solution", not necessarily the best product.  Two people may be selling the same product, but the Closer shows the customer that the complete solution comes only from him.  That is: confidence in yourself, confidence in your product, and, most importantly, confidence in your solution.  This may extend to delivery, installation and aftermarket service as all part of the solution.  The customer has to be convinced that you're with him all the way: order, shipment, installation, service, warranty.  That's what the Closer convinces the buyer that he's the best at the total solution.

2.  Follow up.  Big decisions are not made immediately.  A good Closer follows up and tries to determine what the objections to a decision may be by getting into the head of the buyer--and then provides answers to these objections.  The sales process for the good closer is not over after the presentation.

3.  Persistence.  Good closers are not worrying about "bothering" the buyer.  They must be sensitive to the buyer's request ("don't call me until next week"), but they never neglect the follow up.  He said "next week", you better call next week.  

Closers NEVER stop closing until the purchase order is signed.