Must You Always Be Closing?
March 17th, 2009 by Bob Bly
In the movie “Boiler Room,” Ben Affleck plays the head recruiter at a sleazy boiler-room selling worthless IPOs by cold-calling investor lists.
When he hears a broker-in-training patiently explaining some investment basics to a potential customer, Ben berates the young broker.
“Telling’s not selling!” he screams. “Always be closing!”
The idea, still preached by some old-line salespeople, is that the salesperson must always push the prospect toward an order … and anything else is a waste of time.
While that attitude today is viewed by many as antiquated, do you think there is some truth in it?
A case in point is SA, a personal real estate agent I know.
SA is always willing to lend a hand to colleagues and clients in need. He can frequently be found moving furniture or cleaning out a house.
SA is a nice guy. Everybody says so. Everybody likes him.
Yet SA, afraid of being viewed as too pushy, is extremely reluctant to qualify prospects very hard … or to push buyers he is working with into a decision.
As a result of his inability to ask for the order or be selective in who he works with and how much he will do for them, his income is minimal and, at age 52, he has a net worth of a little over zero.
So while asking for the order may seem unfashionable in this era of soclal-media, free-content-driven marketing, isn’t qualifying prospects and closing the sale ultimately something we have to be good at — online or offline — to get the business?
Or is simply being a nice guy (like SA), a respected expert, or a helpful resource enough to get prospects to buy from you — and not from your competitors?
This entry was posted on Tuesday, March 17th, 2009 at 2:09 pm and is filed under General. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
March 17th, 2009 at 2:29 pm
A cook’s job is to cook,
A driver job is to drive,
A salesperson job is to sell right?
March 17th, 2009 at 2:50 pm
Brandless: The question is: what consistutes selling? Always asking for the order? Building a relationship with the customer and getting them to like you? Positioning yourself as a valued resource and advisor?
March 17th, 2009 at 4:14 pm
Unless you’re selling a commodity, you have to earn the right to ask for the order. Earning that right involves qualifying the customer, understanding his/her needs and requirements, and demonstrating how your product fits those needs. That consultative process is what differentiates sales professionals from pushy hucksters.
March 17th, 2009 at 4:36 pm
why so rude, Katherine? If your profit margin is small, you must make many sales and therefore do a lot of closing. There is no place and no need for a “consultative process” and still there are professionals that do a good and honorably job.
The question was “Must you always be closing?” – It depends ..
March 17th, 2009 at 7:35 pm
If qualifying opportunities and moving them toward the order constitutes closing, then I say yes. Even when you are “relationship building” or as Katherine stated “earning the right to ask for the order,” you are bringing the prospect into alignment on some level with you or your offerings – which constitutes going for the close.
I recently spent an extrordinary amount of time with a prospect – a referral who I assumed would hire me because of the relationship which introduced me, so I threw sales 101 to the wind and just hob-nobbed, attending multiple meetings and lunches. I ultimately was not hired because a competitor had “more experience in their industry.” Had I followed my normal qualification process, I would have moved on after the second one hour phone call. Closing is good.
March 17th, 2009 at 8:54 pm
Gerold, re-read my comment. I wrote, “Unless you’re selling a commodity.” Obviously if your product isn’t significantly differentiated and has thin margins, then the sales process is much more transactional. And buyers expect that.
March 18th, 2009 at 3:18 am
You are right, Katherine. But i think you are too focused on product / service. People are transactional or consultative not processes. And transactional salespeople (aka closers) will find transactional buyers, those who are quick in decision making, value personal chemestrie etc. These salespeople always have a lot of prospects in their pipeline. They start early with closing and they close or they move on to next. That is: they are always closing.
On the other hand you have consultants. They are out for the buyer who needs a lot of handholding. Consultants start a sophisticated process to win the business.
Just two types of buyers and sellers.
March 18th, 2009 at 8:25 pm
[…] (or that Website) with the super-smarmy hard-sell copy. Enter Bob Bly with his question “Must you always be closing.” The answer? […]
April 14th, 2009 at 12:30 pm
I was the nice lady who sold real estate, with little net worth, in financial terms, yet a clear conscience is worth a lot to me.
I attended a sales seminar by a Major Name Realtor expert. I will never forget the sick feeling in my stomach at his advise to the packed auditorium, in Las Vegas, NV.
“If you list 100 houses, and 50 sell you will be a success!” he proclaimed. Someone asked “What about the other 50?” His reply was horrid, at least to me, “WHO CARES? You will have a great year!” Who cares? I did. I can count on one hand the number of listings I had expire. Certainly, I never listed 100 houses a year, or anything close to it, as I worked mostly with first time buyers, but I made a commitment to sell the homes I listed. I left RE, as I can no longer climb stairs after an injury. I wasn’t the most popular, the prettiest, or the most ambitious. I was the most dedicated to providing the best representation possible. I am honest, and did the best possible for my clients. My dream of raising horses has come true, but I’m still not making much money, yet. I can pay my bills and know that I did not fail half my clients. In hind sight, I will say that I should have advertized higher end homes, and worked with richer clients to make more cash.
If you’ve wondered about the “Stupid” Car Ads on TV, their genius is this: They attract stupid people. Huh? Yeah, they attract the foolish folk who don’t ask the price, but only the payment. My elderly neighbor lady tried to buy a car a one such place. They wouldn’t give her a price, and told her to come back with her male advisor. This woman ran a business, and did some of her own mechanical maintenance. The chauvenistic rude saleman lost an easy sale.
Taking time to show genuine interest in your customer always helps move you closer to a meeting of the minds and a contract. One advertizes for prospects who might become customers. Be sure your ads draw the customers you want. I advertized –No Qualifying– low down, and I got “buyers” with rotten credit, or so much debt, they could’nt afford a dog house. Good prospects got lost in the melee. Better to advertize Executive home in prestige area.OWC with 100K down, Vacant, Move in this month. I’d get fewer calls, but those prospects would be ready and able to buy now.
Advertize to attract the best possible clients, build rapport, then help them buy. Please don’t “have a great year” by letting down half the people who count on you. Good Luck, Liz
March 1st, 2012 at 5:45 pm
I’m going to lean on the side of Katherine. I think every sale is consultative regardless of the product. Anyone can ask for the business. The real key is knowing when to ask. Closing is easy. Anyone can push and if you push hard enough you’ll get your answer…. NO! Congrats, you just closed… the opportunity. Great sales people know that in reality you’re always opening, not closing. Because guess what… You’re not gonna close anything you didn’t open in the first place. No sale ever happens without prior qualification. Yes there are circumstances where all you had to do is ask and got the sale. It just means someone else qualified them first. Yes you have to have the guts and gumption to make hard closes from time to time. Closing business is why you’re there in the first place. But like Katherine said you have to earn the right and opportunity to do so. High pressure cheap sales tricks to get the business are inconsiderate, rude, dishonest, and most of all… ineffective. The number one thing a sales person should really be selling to their customers before anything else is their integrity.
I’m a sales rep in the biomedical industry incase any of you were wondering.
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CVS Pharmacy has introduced a new customer satisfaction survey called CVSHealthSurvey, which you may access by producing a valid purchase receipt. This online survey is available via the company’s official survey platform, cvshealthsurvey. Take the CVSHealthSurvey now for a chance to win a monthly drugstore sweepstakes of $1000! https://cvhealthsurveyy.info/
November 16th, 2023 at 6:00 am
You may complete this survey at http://www.homegoodsfeedback.com and tell the firm about your true buying experience at the store. If you react with accurate information, the firm will appreciate it.
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November 24th, 2023 at 5:06 am
To learn more about their customers’ opinions and level of satisfaction with their home renovation items, Home Depot is excited for its visitors to take part in the survey. Consumer input assists Home Depot in further refining its offerings and delivering a first-rate shopping experience. https://homedpotcomsurveyswin.tech/
December 4th, 2023 at 5:42 am
An Elektrische Kosmetikliege is an electric cosmetic bed or treatment table used in beauty salons and spas. The electric functionality allows for easy adjustment of the bed’s height and incline, making it suitable for various beauty and cosmetic procedures.
December 6th, 2023 at 3:02 am
CVShealthSurvey.com Customers’ satisfaction with the services and products they have been offered is gauged by the online CVS Customer Satisfaction Survey, which can be accessed at http://www.cvshealthsurvey.com. The business makes use of the data you give them to enhance the environment, merchandise, and customer service of the entire store. For your convenience, you can complete this survey online.
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December 12th, 2023 at 2:19 am
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December 21st, 2023 at 1:46 am
Hard Rock Cafe provides its loyal and frequent customers with an amazing opportunity to win a gift card. They initiated the Hard Rock Cafe Survey, sometimes referred to as the Hard Rock Customer Satisfaction Survey. Consumers may offer their honest thoughts by taking part in the Hard Rock Cafe survey at hardrocksurvey.com.
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December 23rd, 2023 at 12:05 pm
EPDM rubber seals provide excellent weather resistance and durability, making them ideal for sealing applications in various industries.
December 23rd, 2023 at 12:05 pm
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December 23rd, 2023 at 12:06 pm
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December 23rd, 2023 at 12:06 pm
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December 23rd, 2023 at 12:06 pm
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December 23rd, 2023 at 12:08 pm
PVC pipe seals: essential for watertight connections. Durable, flexible, and reliable, ensuring leak-proof joints in plumbing and construction applications.
December 23rd, 2023 at 12:08 pm
Aluminum rubber: a versatile combination offering lightweight strength and effective sealing. Ideal for diverse applications requiring durability and flexibility.
December 27th, 2023 at 5:04 am
CNN offers live TV, original programming, and internet news. It is mostly concerned with news broadcasts. With the app, users can instantly access globally popular content and enjoy immersive video experiences. After installing and activating CNNgo on Roku, you’ll have complete access to the on-demand video collection and live CNN streams. The steps to install and enable CNNgo on your Roku streaming device are provided here. https://cnncomactivate.info
December 29th, 2023 at 5:21 am
You can complete this online survey and mail at your convenience. By answering this survey, you will provide the business with insightful input that they can utilize to enhance their offerings. You will receive one entry into a sweepstakes for a $500 Lowe’s gift card as payment for your participation.http://www.lowes.com/survey
January 5th, 2024 at 1:34 am
Ambica Enterprises stands out as a leading manufacturer of shot blasting machines in India, delivering exceptional sand blasting, grit blasting, and abrasive blasting equipment.
January 10th, 2024 at 3:56 am
SHOT BLASTER excels in crafting top-notch shot blasting machine and sand blasting machine. Drawing on extensive industry experience, they provide cutting-edge equipment tailored for effective cleaning, preparation, and finishing of diverse surfaces. Renowned for their precision, longevity, and outstanding performance, these machines stand out as a premier option for industrial uses.
January 10th, 2024 at 5:02 am
MICRO BLASTER is a trusted leader in the manufacturing of shot blasting machine and sand blasting machine. With a strong commitment to innovation, their cutting-edge equipment is designed to provide precise and effective surface preparation, cleaning, and finishing solutions. These reliable machines are a cornerstone in various industrial applications, ensuring top-quality results.
January 12th, 2024 at 5:54 am
You can finish this activation process online or over the phone. You must have a USAA login account, which is simple to create at its web portal, in order to do this activity.USAA.Com/Activate
January 29th, 2024 at 10:42 pm
Your LLBean Mastercard is your pass to a world of rewards and convenience, but you must first activate your card in order to start enjoying its perks. You will be guided through the activation procedure on various devices with this in-depth guide. activatellbeenmastarcard.shop
February 22nd, 2024 at 11:02 pm
To put it into numerical terms, it is estimated that throughout the 1990s, McDonald’s expanded at such a quick pace that a new location opened somewhere in the world every five hours. mcevoice.net
March 12th, 2024 at 8:06 am
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March 19th, 2024 at 1:09 am
Ginkgo Retail’s Multi Sale Channel Software streamlines operations across multiple platforms, optimizing sales potential with ease. Seamlessly integrated and user-friendly, it simplifies management while maximizing outreach. With global compatibility, it ensures a broad market presence while maintaining centralized control. Experience efficient, effective, and comprehensive sales channel management with Ginkgo Retail.
April 9th, 2024 at 12:01 pm
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