Jane’s note: Our guest author today writes about an excellent business/sales skills development offering that I know — David Sandler’s approach to how to stop acting like the typical sales person and start behaving like a valuable asset to your customers as well as to your company. Enjoy!
There is nothing like closing your very first deal. You feel a rush of adrenaline that any gold medal athlete would understand. That first deal is like winning a race. You are flooded with emotion from sheer joy and sense of accomplishment to hope for the future.
For some salespeople, the joy stops right there. For others, that adrenaline-pounding moment leads to a lifetime of seeking the rush over and over. These salespeople go on to lucrative careers in sales but could in a sense be considered addicts. They are addicted to the joy and sense of accomplishment that comes with closing a deal.
Once you make your first sale you will experience this rush, but you may assume that it only comes once. It is a special sensation reserved only for your very first deal. That may be true for some who aren’t cut out for sales, but for those who really appreciate this field this enthusiasm will continue into the future.
Are You a Closing Junkie?
Closing is the most exciting part of sales for some salespeople. This is where they make or break the deal. This is where they really put it all out on the table and see what happens.
The blood starts to pump from the excitement of not knowing which way the deal will turn and of coming up with creative and crafty solutions to potential problems.
When everything goes right and a deal is met, there is a high that pivots these salespeople to find the next big deal. Eventually they look back and realize that as amazing as that very first deal felt, it was just a tiny snowball that took off down the hill, collecting more and more snow until it became an enormous snowball.
That is how it feels to be a closing junkie. Each successful closing packs a little more snow onto the ball until you feel like a snowball ten feet tall bursting with confidence.
If you don’t think you are to this point in your career or your enthusiasm at the closing table isn’t quite as robust as snowball storming down a hill, then you are missing out on something incredible.
Building Closing Skills
Fortunately, you can build up your closing skills. This is something that some lucky salespeople just come by naturally, but most have to learn the winning strategies and work up to a point of closing with complete confidence.
If you don’t have the enthusiasm you know you should have when trying to close a deal, never give up. Find resources like the Close the Deal audio book series and spend some time learning. This type of preparation is the first step to becoming a closing junkie. It is the first step to taking your career to the next level.
You need to thoroughly enjoy the closing process so you can feel that rush that comes with a successful deal. This is the rush of adrenaline that keeps successful salespeople plowing through the no’s to reach the yes they are looking for. They need that yes to get their fix, to feel that natural, healthy high that comes with a closed deal.
It doesn’t really matter what you are selling. From perfume to million dollar real estate, there has to be some joy in the process of closing a deal.
Please visit The Personal Development Company if you would like to learn more about Close The Deal by Sandler Sales Institute or other self-help products
