“Indecision and delays are the parents of failure.” Such are the words of Mr. George Canning, an English Statesman back in the 1800’s. If you think about it, perhaps he was onto something. At least in my 22 years of existence, I’d like to think about it that way. Almost every failure in my life in my opinion was due to the fact that I waited too long to act and make a decision.
I lost my scholarship back in third year college because it took me too long to decide to study harder and take things more seriously. I did not get to apply for the exchange program I wanted to undergo because I kept delaying until the deadline breezed past before my very eyes. I couldn’t even confess my feelings for a girl because I was too shy and indecision overcame me.
If I were to write about all my notable failures because of indecisiveness, I could write a 10-page blog at the minimum. However, I’d like to focus on a necessary skill for business. Something that indecisive people find difficult confronting. That skill is none other than “Closing.”
Closing, a Hit or Miss
Closing according to Steli Efti is “the art of creating a decision.” A process that is supposed to lead to going for or against a particular decision. However, even before you get to closing on a particular deal, you’ve got to sell first. In selling, you’ve got to establish a connection with who you’re dealing with. There has to be a fit or an alignment between what your client wants and what you’ve got to offer. Only then can you go about closing and getting your client to make a decision on whether or not he/she will take your offer.
Some people may think that closing is something easy. Something as natural as breathing. However, closing may prove difficult especially for those who are weak at heart. Now why is that so? Simply put, it’s because of a particular misconception that a lot of salespeople have. Closing for some is a “one-time thing” in which they are given one chance to make or break. Thinking that they only have one chance, salespeople at times are hesitant to close because they are afraid of rejection. That moment of hesitation leads to indecision and by the time that they decide to go for the close, they are one step too late.
Closing is Scary?
By now, closing may seem like something to dread and avoid if you don’t want to feel dejected. I mean, who in their right mind would rejoice when someone rejects them? Am I right? However, like most things in life, it’s all a matter of perspective.
Steli Efti from The Startup Chat presents another way to look at closing. When a potential client says no straight to your face, you need to feel great because that rejection can be something to learn from. For Steli, a no means that there must be a crucial piece of information that you don’t have yet that can help a client make a better decision or make you realize that your product or service is not right for them.
Confidence is the Key!
“If you are not confident and comfortable, you cannot decide to do something.” Steli makes a solid point here. If you don’t think you can do something, chances are, you will give up even before trying. Closing can also be thought of as the same. If you’re not confident in yourself, you won’t be able to strike a deal with your client since you’re probably going to keep on postponing on closing.
Final Notes on Closing
1. Some people fail to close simply because they aren’t asking for it
Since a lot of people are afraid of rejection, they are hesitant to ask for the close from their client. There is no next step or a call to action on the part of the salesperson.
2. Some people try and wait for the perfect moment to close until it’s too late
Related to the first point, since salespeople are hesitant to ask for the close, they try to wait it out until the perfect opportunity arises. This way of thinking is wrong since opportunities don’t do anything by themselves. They’re meant to be taken!
3. “Learn to expect the yes and embrace the no”
Steli here makes an important piece of advice. In closing, you must be prepared to hear either a yes or a no. If it’s a yes, well then good for you. If it’s a no, then it’s also good for you. At least, it gives you an opportunity to learn and find out why someone said no.
If I can leave you all with one thing to always remember, it’s this. “Don’t be afraid to close before you even try.” You will never know what your potential client is thinking if you don’t do anything to help them make a decision. Always remember, you can’t close if you’re not confident!
Curious? Want to know more? You can reach Jason at 0917-569-3371.
The difficulty of sales is what makes it challenging yet exciting all at the same time!