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 #49: Are You Making the Right Offer?



So my wife and I have a running joke for every time we drive past this place on the highway not far from where we live.  

I ask her, "Hey honey, want me to pull over so you can get your free hug?"

She hasn't said "yes" yet, and once you take a look at the picture, you will probably guess why.  

Apparently the offer I'm making isn't one that sounds good to her, and I can't blame her for that.  Let's be honest, would you stop?  

There's an art to making the right the right the right time, and that's what this week's Windshield Wisdom video is all about.  

Three Big Takeaways

1.  In banking we do it all the time, but if you're offer doesn't solve their problem, it isn't an offer worth making.  You can do lasting damage to your personal brand in the community if you screw the offer up in the first place.       

2.  Knowing why they have decided to solve their problem now...

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The Dark Side Sucks At Sales

closing encourage recommend Aug 19, 2017

Close Sales with Lessons From a Galaxy Far Far Away

Did you like my Wisdom?  If so, please share it with anyone who believes that to close sales one must do more than cackle maniacally and assume you will get your way.  -Matt


I am a HUGE Star Wars fan, and I have been since the 1st grade.  Now, the way you hear some people tell it on the internet, that means I'm fortunate to have a successful career,  to have moved out of my parent's basement, and to have kissed a girl.  My goal with this entire post is to prove than my fandom has not been completely without merit.  Take that internet snobs!

But I digress...

After watching the latest installment in the series, and putting it into the context of the previous movies, a pattern quickly emerged...the dark side absolutely, positively cannot close sales.  They are terrible at it, and I HAD to share that lesson with you!  Enjoy a special blockbuster edition of Windshield Wisdom.


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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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