What is it that separates those who “can” close and those who “can’t”? It’s an interesting question with a myriad of possible answers. Can you start doing something different today to become one of the best? There are definitely some secrets worth sharing in this area – check off the ones that you are currently working on and practicing to move yourself to the top of the mountain.

Spend More Time Disqualifying Prospects than Qualifying Them

While others are trying to generate interest, the top performers are trying to find buyers. Don’t spend valuable time pitching to unqualified individuals - find out up front if this will be a fit. Find out through smart questions if the person is willing to change. If there is any “pain”, work to discover why someone won’t buy vs convincing them they should buy. Top closers send out the least amount of proposals, quotes, packages, samples, and literature, yet they have the highest closing rates.

Always Ask for the Business

Start the call by managing the result within the first few moments by using a strong Up Front Contract. Continually gauge where you are with the prospect to determine which path to take next – throughout each compartment seek decisions and commitment. Expect and assume you will get the business. Don't ever leave a call without asking for the business.

Listen for and Question Red Flags

We all know what a red flag is – a response from a buyer that is non-committal in many ways, but filled with information for those brave enough to probe down. A buyer might say something like “We’re pretty happy with who we are working with, but wanted to check around.” Or “We’re going to be getting three quotes.” Most reps let these go and hope they don’t come up again. But we all know they will, especially given that the buyer has basically said so. Top closers will respond by way of question or third party story to these statements and disqualify the prospect if necessary. These red flags that cause our “spidey-senses” to kick into gear usually reveal time wasters that no top producer wants to invest in.

Go Big or Go Home

It’s much harder to start small and go up, but by starting big you have the ability to drop the amount and still get an order. Position yourself to be the “first” choice, rather than setting the expectation that “second call” is good enough. Whether they get what they want or not, it’s not as important as positioning for the top. In many cases, getting half of what they initially ask for is usually twice as much as what others ask for. Getting larger orders is the fastest way to increase revenue with less effort.

Ask the Tough Questions Right from the Very Beginning

Ask questions regarding the prospect’s current relationship with what is clearly the competition. Make sure they are thoughtful and buyer-centered questions. Get to the center of how the prospect manages change and the decision-making process. Know what the time frame is and what type of money is available. Find out what they need to know rather than providing the buyer with everything they want to know. It is important to understand that sales is an “interview” process with the question being “who is interviewing who?” While the majority of salespeople are afraid of these types of questions, top performers know that the real buyers will give this information when “tire kickers” won’t. Tough questions will scare away those who can’t and won’t make decisions and will reveal who the real buyers are.