By Mark Landiak
October 1, 2015 - For all the emphasis put on effort and diligence in sales (forecasting, planning, greeting the customer, needs assessment, asking for referrals, etc.), one of the more overlooked and assumed aspects of the sales process is the actual closing of the deal. Sales is sometimes viewed as very cut-and-dry in that regard. When it comes time to close the deal, it's a case of “just do it.” But what does that actually look like? What kind of structure can we (as wireless managers) give to the closing aspect of the deal?
We often hear about salespeople having a “killer instinct”, like closing is some kind of innate ability that they just have and just do. As a result, closing is often construed as being a talent that is just second nature. This is only part true. Some of the best salespeople indeed have an innate talent for socializing, speaking, and persuading. But those closing skills are still learned and groomed. That's where role play becomes pivotal.