Windshield Wisdom #74 - The Difference Between Selling and Closing


Can I tell you a secret?  

Every time I'm speaking and someone asks me, "what's your favorite closing technique?" I throw up in my mouth a little.

Hard close. Soft close.  Assume close.  Franklin close.  I could go on and on and on...

You see, in most sales settings, closing deals actually has very little to do with which closing technique you use.   At that point you've likely already won or lost, and if you need to rely on a specific technique, then you probably didn't do the work up front.  

Great closers are usually the result of being a great opener...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1. Great salespeople understand that selling is a process, an emotional journey, that we lead our prospects through.

2. They also understand that no one part of that process is more important than the other.  That the close doesn't matter without a successful open.  

3. And the...

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Windshield Wisdom #42: One Big Step for Closing Sales You’re Probably Missing

Closing Sales is More Than Just Asking Then Holding-On for an Answer


Did you like my Wisdom? If so, please share it with someone who is looking for a simple technique that can help when closing sales. – Matt


Once upon a time, waaaaay back in my early banking days, I was struggling to close a deal.  It was an intensely competitive situation, with 3 or 4 other financial institutions all making a major play to land one of the most prominent up-and-coming businesses in town.

I felt like I had done everything right along the way.

Develop a fantastic relationship with the owner which transcended the business at hand…check.

Demonstrate the clear value I and my institution provide, and more importantly, confirm he understood and believed in my value as well…check.

Use my team’s combined expertise to build a competitive proposal not based on undercutting price (in direct contrast to our competitors who only talked about pricing and fees), but...

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