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Closing: Build it and they Will Come!

Submitted by Mitch Seigel on Tues, 5/13/2014

It is common place for salespeople to build tremendous anxiety in trying to close sales for their respective companies. If they would just use their building skills in other places, sales would flow like a stream, and then like a river.

The building comes in the form of planting seeds for the future. It is said over and over again, but is so true. How many times have you seen an empty field turn into crops the very next day? How many times have crops grown without planting seeds, tending the soil and watering them on a regular basis?

It is so obvious, yet, salesperson after salesperson insists on trying to cut corners, trying to build crops without planting seeds first, or watering the plants after they start to grow. They expect sales to occur like a miracle, without taking the necessary steps to secure success.

Often management is to blame from the highest levels of a company. They add pressures to perform at an unreasonable rate, and everything runs downhill at the company until it reaches the front line sales force. In many cases training needs to be done for the trainers (management) and it just never happens.

All you can do at the salesperson level is to take care of your own crop. Keep planting seeds. Keep tending the soil. Keep watering the plants. Don’t try to harvest until the plants are perfectly ripe.

What are your challenges when it comes to closing the sale? I look forward to hearing your comments. Until next time…