?? Is Coffee for Closers? If so how do I become one?

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It's the age old statement form that famous movie all us young sales men and women saw "Glen Garry Glen Ross." If you have not seen the movie you should, however I will sum it up for you. Hot shot sales manager walks in a room of mediocre salesmen and as gentlemen from the sales team is getting a cup of coffee the sales manager (Alex Baldwin) yells "PUT THAT COFEE DOWN! Coffee is for closers." What does it mean to be a closer? How does one even "close the deal?" Here are 5 critical steps you MUST implement to close more deals. Oh, and... IT has nothing to do with your "sales script."

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1. Daily Disciplines.

First step to closing more deals is mastering your discipline as a salesman. Regardless of the industry you are in there should be daily rituals aka disciplines that you never deviate from. These are tasks the you complete every day at the same time to 1. expand your pipeline and 2. give you self more opportunities aka swings at bat. Let me give you an example. Let's use John here. John is a sales guy for a Saas company. He is selling a CRM platform. Every morning John wakes up he does nothing else other than make outbound dials and doesn't stop until he gets 5 new appointments regardless of how long it takes him. He emails and calls with the intent to do business. This is the very first thing he does. He DOES NOT check his email, talk to his friends, call a client back who is having some implementation problems etc. John doesn't even open outlook until he has 5 fresh new appointments every day. John puts New Business above all els (more on this later) John is a top producer, John gets paid.

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2. Be sold and know you’re the best

This will be the step that you all over look. I know to my core that this will be the step that you all do not take seriously. The ones that do however will smoke even the silver tongue sales cats. Let me put it simply, YOU NEED TO BE 1000% convinced your product/service is superior to your competition. You need to believe this in your heart to your core TO YOUR SOLE! You need to know that regardless of anything your product, your company, and you are the best option in your space. You need to not get only sold, you need to get committed. As in there are no other options for you this is it. Dayten Rynsburger said it best in his sales video here: https://www.youtube.com/watch?v=SAyp3I87hvU. Sales guys ask "what is a good rebuttal for this objection?" Well Mr. Sales guy when you are so sold on your product and service you will be able to break through resistance like butter thus giving you the confidence to rebuttal back from the heart.

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3. New Business

For some of you there is post closing stuff you got to do. For some of you there is customer service for deals that already closed. That is fine but it can all wait until EOD.

There is a saying that goes “cash is king” well in the world of sales new business is king. Close business is just that, it is closed, and new business is NEW, do you follow? You job as a sales guy is to bring in new deals period! Nothing else CLOSE MORE BUSINESS. This goes back to your daily disciplines. Your job is not customer service, your job is not post closing guy. Your job is SALES so selling take priority over everything else. Half of your deals are going fall through we know it, you know it and management knows it. And babying a pipeline is not the way ever. The only way to win is to pack the pipeline so full that when half falls off you still have a huge other half, that is bigger than most guys entire pipeline. The name of the game your are playing here is New Business and if you want to play to win, you need to pack the pipeline to the brim then keep packing.

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4. Ask the hard questions

Often times salesmen do not like to ask the hard questions.

For example, “Is there any reason you would decide not to do this,”

“Is it the rate? It seems like you got a little unexcited about the rate”

“John you were loving me and this crm until I told you it was a 24 month commitment, in your mind what is not right here?”

“Often time folks like yourself get excited but when it comes downs to it, sometimes gets cold feet. Is there any reason you can see that happening or are we good to go?”

“When should I reasonably expect a call back?”

You get the point… The point of asking hard questions is to flush out the objections that people aren’t willing to tell you and that no fancy rebuttal will get out. Use hard questions when 1. You feel the prospect is wasting your time and just telling you “BS.” 2. Use it when you sense there is a underlying issue they are not telling you. 3 when you know you have sold and close up the deal and want to make sure there your deal doesn’t rescind. ?“Be bold and mighty forces will come to your aid.”

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5. Keep your Iron sharp

SO, you have followed all these steps, you got disciplined, you got sold, and you’re focusing on new business while asking the hard questions! Good job!

Now what? Well… now step five. You must keep your Iron sharp. If you follow steps 1 – 4 you will have some very big months 30 – 60k commission months. You will make top producer and get the trophy or bonus you want as well as the recondition. But here is the truth. Most people who get there will rest on their loreals & not work as hard as they use to until money gets tight again. You don’t want to get one of those guys and here is how you do it. You consistently remind you self & brain wash yourself as to why you do it. Now this why should be a big deal TO YOU. Not to anyone else but to you. Maybe you grew up poor, or you got called a loser, or you failed at everything you did before this, or you promised your family you would make something of yourself. What eve the case is you need to keep and always remind yourself of your WHY daily so that way when you make the big checks you don’t get tired and lazy, you get even more motivated and more hungry. You need to drill this in your head and even re sell yourself like step 2 from time to time to stay not only hungry and motivated but sharp as if you have nothing to lose and everything to gain.

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If you follow steps 1 – 5 you will change your life in the games of sales. You will skyrocket to the top producer lifestyle and get all the clout you wanted at your company as well as big checks. The key to this all is not getting burnt out by constantly following step 5 & reselling yourself. If you ever get tired just remember this, don’t be a little bitch.