The sales profession is one of the largest careers in the world. According to the Bureau of Labor Statistics, (source), 13,715,050 people are in sales and sales-related occupations in the USA.
4.3% of the population is in sales!
The people in the sales profession though do not have the same ability or even willingness to do what it takes to sell. I see it every day.
There’s a big difference between diligently and strategically working at your sales job actively looking for ways to maximize your abilities and close as many deals as you can (closer) or just going through the motions, checking off tasks on a to-do list while being available to take a call in case someone wants to buy. (seller)
Are You a Seller or a Closer? There are 6 Signs.
1. You Don’t Keep Your Word
The sales-pros that close deals regularly keep their word. When they tell a prospect they’ll follow-up on Friday at 10:00 am, they keep their word. If you promise to deliver a product or service at a specific time, you MUST do it. Executing what you promise builds your reputation, trust, rapport and closes deals. Anything less than this…you’re just a seller.
2. You Allow the Prospect to Control the Sales Conversation
A seller loses control of the sales conversation and allows the buyer to dictate timelines and processes. A closer guides the buyer through the sales conversation and doesn’t lose control while being respectful to the needs of the prospect. A seller caves to the buyer, while a closer is able to drive the buyer through the buying process instead of waiting around hoping the buyer will call back to buy.
3. You’re too Eager to Please
A closer tells the buyer what they need to hear not what they want to hear. This is what trusted advisors do. A seller will agree with everything the buyer is saying, even if the buyer is wrong or doesn’t further the sale. Closers know the art of pushing back when the buyer has objections while at the same time aligning with the prospect. This is what separates the closer from the seller. The closer can push without alienating the buyer.
4. You Wait for Leads
If you sit back and wait for leads (even if you’re an Inbound Sales Rep), or just go through the motions of making the required follow-up calls from a company generated lead list, then you’re a seller. Closers are self-motivated and don’t wait for leads, they create opportunities and their own success through referral business, their own marketing efforts, and just thinking out of the box.
5. You don’t self-educate
I’ve always said, the entire salesperson needs to be developed not just learn a sales process. Closers are on a personal development path and seek to self-educate through taking courses, reading sales books to learn deeper sales skills, and recognizing weaknesses. If you haven’t cracked open a book to learn something new to enhance your selling career chances are you’re a seller.
6. You will not push for a decision
A seller is more than happy to answer the buyer’s questions but doesn’t have enough interest to ask questions back to the buyer. The call will end without asking for the sale. Unfortunately, millions of salespeople do this. A closer is not afraid to ask for the business because letting that buyer go isn’t helping the buyer and isn’t helping the income of the salesperson.
Every sale you lose impacts the revenue and success of not only you but your employer too. Your job is to close deals not spend your day chit chatting with buyers. If you are a chit-chat seller or a professional visitor, then you’re wasting the buyers precious time and yours. They know you’re a salesperson, so why not close the deal!
If you or your team needs help closing more deals, then schedule an introductory phone call with me by clicking here. You’ll never know what’s possible unless you do. Why not do it now!
Christine Harrington is the Savvy Sales Lady, helping sales teams and individuals win more sales through a unique way of selling called Peak Performance Mindset. Christine brings 40 years of selling experience with Fortune 500 Companies, to help you shorten the learning curve, move past your selling blocks and position yourself as a Peak Performer. Sales Leaders, Sales Managers, Sales Teams, Small Business owners and their employees have captured their edge by attending Christine’s Peak Performance Mindset Workshop and Coaching. Learn how she can help you or your team. Get the edge by clicking here.