Modern Sales Prospecting: Why Opening is now the new Closing.
This article will show you…
You don’t need cheesy closing techniques at the end of the sales cycle to close a deal.
If you open right, the closing will take care of itself.
The close will happen as a natural progression of your sales engagement.
Traditionally in Sales, we have paid more attention to the seemingly more exciting part of selling, namely the closing, than to the comparatively unappealing opening.
Why is that?
Why is the closing seemingly more appealing than the opening?
Simple. The opening involves a lot of cold outreach, which inevitably comes with a lot of rejection. No one likes being rejected, hence the poor appeal of opening.
On the other hand, it's easy to see the appeal of closing. You are getting to the exciting bit where salespeople can smell the win, the victory, the money.
However…
Buyers have changed their perspective on closing techniques.
They no longer tolerate the usual tricks that salespeople have long relied on to get a buyer to commit to a purchase. Buyers are now pushing back against salespeople trying to manipulate them into a buying decision. They despise being thought of as a fool who can be talked into doing something they do not want to do.
So, what has all that got to do with opening a sales conversation?
Everything…
You see, buyers now have done their research on the product or service they are interested in. They now expect a seller to be a subject matter expert who can HELP THEM make an informed buying decision.
That involves a degree of trust. Trust that the seller knows what they are talking about. Trust that they have the interest of the buyer at heart. Trust that they will NOT be manipulated or tricked.
As we all know, trust cannot be asked for. It needs to be earned.
So, How do you earn Trust in a Sales Situation?
You don't sell.
You don't pitch.
You don't push.
Instead…
YOU ADVISE.
You HELP YOUR BUYERS to make an informed buying decision.
…importantly: TO BUY FROM YOU!
In Summary:
You don’t need cheesy closing techniques to close a deal.
If you open right, the closing will take care of itself.
The close will happen as a natural progression of your sales engagement.
Why opening is the new closing in sales now
Why sales opening is now the new closing.
How do you Open Effectively?
You need to create curiosity and active interest, right at the first moment you reach out to a prospect. Doing so builds intrigue. Intrigue is the early beginning of trust building.
You need to establish trust in that you know what you’re talking about and that you can help the buyer make the right decision.
That's why opening is now the new closing.
Now, How do you Carry this Technique off in your Business?
Each business is different. That’s why you’ll need the right advice and guidance on how to make “Opening is the new Closing” work for your business and for your buyers.
So, let’s schedule a private call
and figure out how you can leverage Opening Is The New Closing in you business.
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