This Close is Shockingly Simple

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Chris Lytle

By: Chris Lytle, Content Developer
InstantSalesTraining.com

“Send me a proposal.”

I dread hearing those four words.

“Send me a proposal.”

Those four words can add hours of work to your day.

“Send me a proposal.”

Those four words can add days to your sales cycle.

Look, not every sale is an enterprise solution. Not every product can be customized. Sometimes we’re just out there selling stuff that solves a common business problem.

Quick story.

I’m meeting with the CFO of a broadcast company. We’re 90 minutes into the discovery phase.

He’s hesitant to invest in sales training. His sales managers are having trouble finding good candidates to train. There is too much turnover.

I happen to be selling an aptitude test for evaluating potential employees. I steer the conversation toward selecting better salespeople.

“This is exactly what we need,” says the CFO. “Send me a proposal for fifteen of them.”

(The tests cost $100 each.)

“I brought an order form,” I reply.

Silence.

“That will work,” said the CFO.

Done deal.

“I brought an order form” is the shockingly simple close that will work for your salespeople too.

When will you teach it to them?

Chris Lytle is the author of The Accidental Salesperson: How to Take Control of Your Career and Earn the Respect and Income You Deserve and The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits. Because sales managers are pulled in so many directions, Chris built this resource for you.

Reprinted by permission

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