The Thrill Of The Close

A good Sales Goat is always a good closer, but a good closer is not always a good Sales Goat. Let me explain. Many sales jobs measure their Sales Goats value on the number of sales closed per day, and the number of product widgets sold per week. In the worst of these sales jobs the customer is an object and the sale is considered a conquest. The Sales Goats in these jobs have to be strong closers, they believe a customer is simply an obstacle to be overcome by an inescapable sales pitch that leads to a customer’s signature on the dotted line. The Sales Goat training is often more about how to overpower objections rather than sell through them.

The thrill of Closing is lost when you overpower your custromer. Overpowering the customer creates a conquest and turns sales into a blood sport. In order to feel the thrill of closing the sale has to be win/win transaction. A win for the Sales Goat and a win for the customer.

To become a great Closer, and to feel the thrill of the Close, the Sales Goat has to offer the customer a product the customer needs, not take something away from the customer for the sale of making a sale. This is the bottom line of closing and being a good Sales Goat Approach your work with integrity.

Ask Uncle Billy about Sales Integrity, but don’t forget to bring a lunch!