Winning the Closing Race

Closing techniques have been discussed before on this channel, but in this Episode Red explains a better way to see closing techniques in the larger sales world using Usain Bolt as a reference point.

If you want more information or want to get in contact with Red Stafstrom feel free to go to brokensalespeople.com 

Transcript

hey broken salespeople so today i want to talk about closing techniques and how you're looking at closing techniques the wrong way that's this episode of the broken salespeople podcast
hey broken salespeople welcome to the workshop my name is Red Stafstrom and we are here to help you fix your broken sales skills so today i want to talk about closing again and i know this is a hill that i am prepared to die on and i've spoken about it a number of times most at length and episode three or four about closing techniques but i want to go into it again because i still have people who want to argue with me about it who want to talk about closing techniques and how once they started doing hard closing their sales got completely better and they did so much more and made so much more money so i want to go a little more in depth and explain using a better metaphor in order for people to think about closing techniques so first and foremost i am not completely against closing techniques i'm not i believe they have their place and small level level sales if you work in retail for instance car sales typically you have to be a little more forceful but for many of the people who listen to this channel who do much more relationship style sales people who do business to business people who do real estate closing techniques is not something that's going to get you that deal i want you to think about foot race i want you to think about track and field and let's talk about the 100 meter dash because it's the easiest to understand it's easy to say that hussain bolt wins on the day that he actually does win the race it's easy to think that it's easy to think of that great instant gratification that he went out on that particular thursday and he beat everybody else but in reality that isn't what happens see that race was decided probably months if not years before it was decided based on partially based on genetics partially based on height on muscle density and all those kinds of things it's based on hard work it's based on diet it's based on regimen it's based on training techniques there are so many more things to go that go into that 100 meter dash that most of us will never get to see the race itself is largely a formality when hussein bolt broke the world record i don't think he was surprised the rest of us were the rest of us were like wow he really is that fast but no he wasn't because he knew after running for years and years and years and timing his race over and over again you think he never checked what his stopwatch said compared to what the world record for the 100 meter race of course he did of course he checks those things out and he realized hey i have a shot of beating this thing but it didn't happen on that thursday it didn't happen the day of the race it happened weeks months years before that none of us knew about that none of us seen it just became solidified when that happened when he crossed that finish line that's a great way to start thinking about closing techniques yes that is the final race but it's really been determined based on all the work you did up to that point how did you build relationship how did you present your products how did you handle any objections or avoid objections all together when you talk it over how did you treat them how did you treat their co workers last week i talked about how to get past gatekeepers that contributes into your ability to sell because if you disrespect cheryl at the front you're probably not going to get very far when it comes to sit down at that conference room table and actually put the deal on paper but it's not signing the contract it's not getting them to sign on the line that is dotted that creates the deal that's not what gets the close
everything you said the agreement that you talked about for hours or weeks or months all went into that piece of paper it took a long time to decide that those are the things that you're going to talk about that those are the things that you agreed to that you're going to provide in exchange for money and resources or whatever is actually on that deal signing the contract is the easiest part same thing with closing techniques if you're already doing everything the right way the close is nothing more than a formality because you've set everything up the way that you needed to you made sure everything was in place you ran that race 1000s and 1000s and 1000s of times before the cameras even turned on that's the difference really closing techniques sometimes push you over the edge maybe but it's not going to change if you ate mcdonald's every day all day for every single meal that's not going to help you you need to make sure that you're doing all the things leading up to that close the right way you can't expect to just throw a hail mary at the end and oh he fell for the my pen or yours line it's not going to happen that's wishful thinking do things the right way from the very very beginning make sure you're doing the training doing the exercise eating the right foods focusing on the nutrition make sure that you're putting together all the things that you need to to deliver creating testimonials creating customer reviews because all of that will help you a lot more than knowing the columbo clothes or do you want delivery tuesday or wednesday none of those are going to help you as much as all the work ahead of time so i hope you guys have enjoyed this episode please take the time to like subscribe review all of that really helps the channel out if you have any questions or you want to reach out to me you could find all of my contact information along with blogs on broken sales people.com and until next time please go fix yourself