Best Practice #5: Is good at closing the sale

Published: Thu, 04/16/26

Updated: Thu, 04/16/26

Best Practice #5: Is good at closing the sale

The best salespeople earn that designation because they write more business than the mass of salespeople. They get the order!

One of the practices that contributes to that success is that of “closing the sale”. Unfortunately, there is no one issue that is more misunderstood and incompetently trained than that of “closing the sale.” Much of the sales training on the subject, as well as the vast preponderance of sales literature, is way off the mark.

Closing is not a matter of continually pressing for the business, nor using manipulative techniques, nor clever repartee, nor memorizing any “magic” closes.

What’s the single best thing you can do to expand your B2B sales?

Answer: Invest your selling time where it will get the best results.

I am sometimes asked if there is one practice that would have the greatest impact on salespersons’ performance.

My answer? Yes. Methodically and systematically rank your accounts by their potential and then adjust your investment of selling time to invest more time in the highest potential.

The results can be amazing.

In over 30 years of working with over 500 sales organizations, I’ve developed a system to do that and taught it to hundreds of sales teams.

Now, for the first time, I have made this system available for individual salespeople.

Invest $20 to enroll in our short course. Master the number one practice to amplify your results.

Learn more here

Just today I said “no” to someone who kept pressing me for the order. I interpreted his pressure as desperation on his part, and his desperation meant that there was something not right about the deal. I said “no.” In this case, the highly trained, very skilled salesperson, with the right product at the right price, did exactly the wrong thing, and brought about a negative result — solely on the basis of his poor judgment about the customer, and his repeated attempts to close the sale.

While there isn’t enough space in this article to fully explore the issue of closing, I have some general observations.

When it comes to closing, the best salespeople do two things. In the traditional sense, they ask for the order when they sense that the customer is close to committing to a decision. This has always been the classic... READ THE FULL ARTICLE HERE

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