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The Sales Warrior Within | Season 2 Episode 16 – Closing The Sale With Confidence
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy’s clients strive to be the best in class.
“Good Selling, Good Leading, Good Living.” – Andy Olen
Closing The Sale With Confidence – Learn the Critical Skill of Closing the Sale. The good news is you can close with confidence and authenticity. Learn how to close using your genuine voice.
- Andy shares his thoughts on how to close sales opportunities with genuineness, authenticity, and confidence
- Andy learned while running campaigns that politicians have to ask for the vote
- Find ways, using your authentic voice, to conclude the sales process and deal
- Clients want to see a conclusion as well; they are often waiting for the salesperson to take the lead
- Asking for the close also gives salespeople the benefit of knowing exactly who the decision-maker is
- Closing is not hard, and it just takes practice and purposefulness
- Call to Action: Put a few good closing sales lines on your toolbelt
- Andy provides multiple examples of closing lines for you to make your own
Closing the Sale With Confidence
Speaker: Andy Olen
| 00:02 | There’s a Sales Warrior within each of us. My name is Andy Olen and I’m here to help you discover and empower the Sales Warrior Within sales warriors. Good money day to you. This is Andy Olen. Welcome to the Sales Warrior Within Podcast. Glad you have subscribed. Glad you’re joining.
| 00:27 | Glad you’re sharing the message about our sales community, the nobility of sales, how we as salespeople create value for our customers, our clients, and for others. And the cool part about being a salesperson is you just have to really look and observe what are the things you’re doing to create great relationships in your personal life. Take those same things, bring them over to your professional sales career, do those things, mimic that, and you’re going to have a lot of success building and extending great relationships with your customers.
| 00:58 | You know, last week I was with a bunch of different sales groups, one in the banking industry, another in the healthcare industry. And we got talking a lot about closing. And I think this is one of the hardest things that salespeople have to do to actually ask for the business. And when I was running political campaigns many years ago, now, multiple decades ago as well, many politicians would say to their field organizers or their political staff, myself included, the biggest sin that a politician can make is failure to ask for the vote.
| 01:35 | You have to go up to the voter. You can have this great conversation. But if you don’t ask that person for the vote and allow them a chance to either say yes, maybe or no to you, then you’ve missed an opportunity. And I always thought about it this way, that there’s a level of respect and a level of sort of human courtesy to ask someone for their vote, especially if you’re a politician. Will you vote for me? Have I earned your vote?
| 02:05 | Can I expect your vote on election day? And really good politicians ask for that and they do it for a couple of reasons. One is they want to know what’s working with their voters, what messages are connecting, and what’s getting them or inspiring them to say yes. Second, it’s important to know where you stand. If it’s a no, if someone is saying no, and here’s why. You get a lot of feedback. You understand what that person is thinking. And if you can put that person who has confirmed yes, they will vote for you into that category of one of your voters.
| 02:36 | You make sure you get them out on election day, they pull the lever for you, you end up winning the campaign. So understanding what the intention of the voter is is super critical. Sales Warriors I am so excited that the yes If Mindset Cooperative Negotiation Online course is now available https://andyolen.com/yes-if-mindset-master-class/ This 75 to 90 minutes course is fun, it’s engaging, and here’s the cool part.
| 03:03 | You’re going to be able to become a more confident and effective negotiator in just minutes. Most online courses or most negotiation classes cost thousands of dollars. This one is only $75. And if you use the discount code Warrior, W-A-R-R-I-O-R you can save 10% on your purchase. So go check out the yes If Mindset online course now available https://andyolen.com/yes-if-mindset-master-class/
| 03:31 | Salespeople need to understand the intention of their customer as well. And really, the way that you do that is not by assuming, not by guessing, oh, not by feeling your way through it. This was a great meeting. I felt really good about it. It seemed like the customer potential customer was feeling good about it as well. That’s not the way to do it. You have to ask the question, can we move forward together? Are you ready to move forward together? Are you ready and in position to say yes today? I’d love to partner with you. How can we make that happen?
| 04:00 | Are you ready to take those next steps you have to ask? You have to figure out the intent of that client and customers sitting on the other side of the table, or you might end up just simply spinning your wheels. I see a lot of sales people spending time and time more time trying to figure out when is this person going to say yes? And instead of asking the individual for a commitment, they just wait. And for people that know me pretty well, you’ve probably heard me say many times, I’ll share it again that waiting is not a sales activity.
| 04:33 | We don’t wait as salespeople. We are always moving forward. We are always being Proactive. And so asking for the business, asking for the partnership, not only is it a sign of respect that you care about this person’s decision, you also want them to make a decision. Otherwise, you may be spinning your wheels and waiting while opportunities move past. Also, if you’re not asking for the business and your competitor is, you might lose that opportunity as well.
| 04:59 | In fact, you might be the one who’s generated the opportunity, created a great solution for your customer, and by allowing that customer to remain uncommitted to you or not giving you a response, they can go shopping around and try to find a better deal during that time. So it’s another reason why you want to feel comfortable and confident asking for the business. I think people find that the closing part is tricky because I think it generates it brings up those sort of negative stereotypes of sales people.
| 05:33 | I always think of Alec Baldwin’s character in Glengarry Glen Ross and he shared with the guy that he was trying to motivate and sell more. He shared the ABCs of closing always A B closing, C, always B closing. And it’s a hard sell, it’s a push. And I think human nature doesn’t like when we get into that hard sell, that push. And a lot of people that don’t see the sales warrior within themselves also don’t want to step into that space.
| 06:03 | This, my friends, though, is a space we have to be comfortable in, and we can do it in a genuine and authentic way. We can do it in a respectful way, and we can do it in a way where we don’t have to always be closing. But we do have to ask for the business. That’s an important part of what we do. The business isn’t just going to fall into our lapse unless you have a monopolistic type product. But even then, you need people to act in order to say yes and for the purchase order to be cut and the payment to be made and the implementation to take place.
| 06:34 | So we need to always be looking for and building for ourselves the comfortable closing lines. And for me, I’ve never pushed someone with a hard close. What do I have to do to put you in the sales training today? What do I have to do to make you subscribe to this podcast? It’s always through being just really empathetic, being very authentic and genuine with customers, knowing when the time is right and say, hey, I think we have a great program in front of us here.
| 07:04 | I would love to work for you. Are you ready to move forward? That’s how we operate in our personal lives. It’s how I work with my kids. It’s how I work with my wife Melanie. It’s how I work with my friends. Hey, you know what? We have some really good plans on paper here. Let’s go on this Florida trip. What do you think? That’s a close. I mean, it’s a decision that has to be made, and you’re just the one prompting it to action. Hey, what do you want to do this weekend? I’d love to go to the movies. Do you want to go to the movies with me? I’d like to go. Yes. That’s a close, too.
| 07:34 | A decision has to be made, and you’re the vehicle, the catalyst to create finality to get to that decision, to bring the conversation and the decision making process to an end sometimes also. And I see this a lot where sales people think that they’re at the end of a sales process or at the end of a negotiation, and they’re working with a customer, and they think that customer is the final decision maker.
| 07:58 | And if they don’t wind up the sale and close it down or get to that decision point, what they’ll ultimately find out often is that this person wasn’t the final decision maker. So once they think it is, and then that person isn’t asked to close, and then they find out it’s going to take another two months, then it’s just a lot of wasted time for everybody. So another benefit of closing is and when you put your genuine, authentic closing line out there, it’s to ensure that this is the decision maker that’s sitting across from you.
| 08:31 | Are you ready to move forward? Can you sign off on this today? Let’s get going because we want to start shipping the products and get going to implementation. And let that person say, well, yes, I am. And here’s my signature. Or, you know, I’m not. We need to get Mary involved in this. Okay, let’s do that. So it reveals more of the sales cycle sales process because you’ve taken that step to move to a closing posture.
| 08:56 | So make sure that you have a couple of good closing lines that you put on your sales Warrior tool belt, things that you can use where you don’t feel like you’re pushing, things you can use where it feels authentic and genuine, that it’s a way that you would talk in your personal life to people you care about. You care about your customers as well, too, of course. So think of a couple closing lines that work well for you. Let me try to give you a couple more. If I’m looking to close a big sales training effort.
| 09:26 | We’ve been back and forth right away. I might say something like, I’ve scheduled some time on my calendar to get things going. I’d love to get going next week. All it takes is us just finishing up this paperwork. Are you ready to move forward? Fantastic, right? I mean, there’s nothing pushy about that. And I do have a schedule I have to keep, and I do want to deliver. Excellent. So I got to get out of ahead of that. And I think people recognize that. You know what? We’ve done a lot of deals before. This one looks fantastic. I can’t wait to get started. Are you ready to get started today? Something like that. Again, very casual, very comfortable.
| 09:57 | I don’t have any notes for this podcast to write down. Here are my lines. I just go into what feels comfortable for me. What would I say in my personal life? I’m going to use it in my professional life. And these are also lines that some form of it. I’ve certainly used to move the business forward. Sometimes you do that in person. Sometimes you do it on a phone call, a video call. Sometimes you write in an email. And sometimes for people, it’s a little bit easier to put that close in an email because it’s not you having to deliver it.
| 10:27 | I’m okay with that. If that helps you out a little bit, just make sure you do it. I’m going to send over I have a copy of our contract here. I know we’re in the final stages. I think everything looks great. If this looks good to you, I will send it on a DocuSign for you to sign off. My signature will already be there. Let me know by reply if you’re ready to go. Something like that. I mean, that’s just how we talk to each other. And again, last and finally, think about yourself. As a customer. We’re all customers in different aspects of our life.
| 10:58 | Think about when you’ve been a customer. Even if you’ve gone to a restaurant recently, you’re a customer there and the servers are maybe upselling or providing interesting dining solutions to you. The specials of the day would you like to try? How about a dessert menu right there? They’re going in for those clothes. Is there anything else I can get you? If not bring you the check or the invoice, I guess the restaurant speak and we see that as customers, so we know we want to be asked, we know that we want to be provided solutions and then an opportunity to move forward.
| 11:29 | And sometimes when people don’t get quotes back to me, I had this recently doing some framing work for some art pieces that my wife and I have wanted to get framed for a while and I’ve actually had to write to the framer who is fantastic at what she does and just say, hey, can you get the quote over to me? Because I really want to be moving forward. I would want her and others just to be Proactive And just be comfortable getting into that space of asking for the business. You’re proud of what you sell.
| 11:58 | You know, it’s a solution that’s going to work well for your customers, and the sooner they get it, the better off they’re going to be. And so that should hopefully motivate you to want to get into that closing space. And when you get in there with a few sentences or lines that you’re really comfortable with, again, mimic what you do in your personal life and even in the small decisions that you make with another person, you’re often leading towards a close, A decision to be made. Do the same thing in your professional life And Chronicle what works, what you want to adjust.
| 12:28 | If it felt natural to you and when it feels genuine, authentic, it’s from the heart. It comes from a place of passion and optimism that your solution is a rock star, that it’s a winner, Then you’re going to be in a really good place. So team, my advice to you is have confidence closing. Don’t look at a close like you’re some pushy salesperson. You’re not. You’re a sales warrior. You believe in the nobility of sales and that client customer across the table from you. They want to give you the business to you. You just need to ask for their vote.
| 12:56 | So that’s a sales warrior within for a Monday. I hope you have a great week out there. Sales warriors, always great talking with you, and I look forward to sharing more shortly. Stay tuned. Talk to you soon. This is Andy Olen. You’ve been listening to the Sales Warrior Within and as always, good selling, good leading, and good living.