Written by: Ken Kupchik
Millions of people work in sales across the globe. It’s one of the biggest professions there is, so it brings in people from all walks of life and with all kinds of different personalities. However, not everybody who works in sales is created equal when it comes to their ability (and willingness) to do the job.
There’s a difference between working at a sales job and going through the motions, and actively seeking to maximize your capabilities and close as many deals as you’re able to (which Spiro, the AI-Powered CRM can help you with). Let’s call the former being a “seller,” and the latter being a “closer.”
Here are six signs that you’re probably a seller and not really a closer:
1. You don’t always do what you say you’re going to do
If you want to close deals, you absolutely have to keep your word, no matter what. If you say you’re going to call a prospect back at a certain time, you have to do it. If you say you can deliver a certain product, you have to do it. Being a man (or woman) of your word is what builds trust, builds reputation, and allows you to close deals.
2. You always follow the prospect’s buying timeline
A seller will let a buyer dictate the sales process and will adhere to the buyer’s stated timeline. A closer will take control of the sales process, and while remaining courteous and respectful of the prospect’s wishes, is able to drive the timeline of the sale instead of sitting around and constantly waiting for that next call or meeting.
3. You’re too agreeable with prospects and never push back
There’s a difference between being a friendly and trusted consultant for your prospects and agreeing with everything they say, even if it’s incorrect or doesn’t further the sale. A closer knows how to push back against a prospect who is wrong or has objections without alienating them or being argumentative. It’s not easy, but that’s what separates closers from everybody else.
4. You don’t seek out your own opportunities
Sellers sit back and wait for leads to come to them, or go through the motions of making required calls to a company’s lead list. But closers are self-motivated to make their own success happen, and don’t hesitate to create their own opportunities whether it’s through self-sourced marketing, thinking outside the box, and asking their previous customers for referral business. They’re hunters, not gatherers.
5. You don’t constantly try to learn and improve your skills
If you’ve been doing the same thing for months or years without trying to identify weaknesses or learn new sales skills or more about your industry, then you’re either already perfect or you’re not a closer. You cannot be someone who shuns personal growth and expects to grow as a salesperson.
6. You’re uncomfortable pushing someone to make a decision
This is a great way to help separate a closer from a seller. A seller will gladly chat with a prospect for hours, answer all of their questions, and then end the call or meeting without asking the prospect if they are ready to do the deal. There are, unfortunately, millions of salespeople out there who do this, and it costs them (and their employers) a lot of lost revenue. A closer is never, ever afraid to ask for the business, because at the end of the day that’s what salespeople get paid to do.
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