9 Dec

The Stupid Idea of Being a Closer

first_imgEvery week I receive an InMail or a connection request on LinkedIn from a person who describes them as a “high ticket closer,” an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever strive to become.First, let’s dispatch with the idea of “high ticket.” The idea that $2,997 is a “high ticket” is an indication that the person describing themselves in this way is not a “high ticket” anything, that number being minuscule. Real Estate Agents, automobile salespeople, and a reasonably good tailor all have average sales that are many times larger, and business-to-business salespeople would find that description laughable.Second, let’s deal with the idea of “being a closer.” Your intentions in sales matter. Who you are matters. Your character matters. What you do and how you do it projects these things to others. The idea that one should be a closer suggests that what matters most is a signed contract, making the entire interaction about the outcome the person selling wants and not about the person buying and their results. I am forced here to use the clumsy description “the person selling,” because such a person is not worthy of calling themselves a salesperson.These “closers” have been taught to manipulate and pressure individuals to buy by con-artists and charlatans who used the very same tactics to sell them a get rich quick scheme (another unfortunate, but accurate, term as these snake oil salesmen are not selling a solution as much as they are selling the individual a dream, and nothing more). These would-be wolves don’t know they’re sheep.Your Philosophy and Your IntentionsIn The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, I wrote about the importance of having a philosophy of sales that guides your intentions and your actions. I summed up this other-oriented philosophy with this idea: “Selling isn’t something you do to someone. It is something you do with and for someone.” Once one understands and embodies this philosophy, selling is a whole lot easier.The idea that one needs “to close” their prospective client suggests that the person is doing something “to” their prospect—not for them or with them. The idea that one needs to close a sale in a single interaction and that pressure must be applied is evidence that the person selling doesn’t know how to sell. Pressure, force, and manipulation are the tactics and tricks of those who don’t know how to sell. You’ll have to forgive my strong language here, but it also makes you a five-star, gold-plated asshole.These are the approaches of those who wish to get rich quick. It’s what one does when they know no better, and when they are looking for a result without having to do the necessary work. They are looking for a way to hack the outcome. It is an immature mentality, the mindset of a small child, the tactics of one who is not mature enough to delay their gratification. You should outgrow this by around the age of six or seven.Grown Up SalesI don’t need to write what follows. If you are a professional salesperson, nothing I say here is going to provide you with anything more than a confirmation of who you are and what you already believe. What follows is for those who may need a more accurate understanding of what closing means to real salespeople.In sales, it is essential to gain commitments (video). Those commitments are what allows a salesperson and their prospective clients to have the conversations necessary to explore change, collaborate and evaluate potential solutions, determine the appropriate and necessary investment, review the solution, and resolve the prospective client’s concerns. The commitment to decide to move forward is the easiest and most natural outcome when a salesperson helps their potential client by creating value through this process (or something like it).If the commitment to move forward isn’t easy for you to obtain, it’s an indication that you didn’t do an excellent job throughout the sales conversation. It might also be that you have been taught to be a smarmy, self-oriented person who mistakenly believes what they are doing is selling, in which case, your approach repels your prospects. Great salespeople don’t have to resort to high pressure, which is why we call what we do “selling” and not “closing.”All of the people I have heard describe themselves as a “closer” couldn’t close a door with both hands and an instructional manual. The ability to win business is inversely proportional to the individual’s willingness to describe themselves as a “closer.”Trusted. Advisor. Consultative. Salesperson.If you ask a salesperson what they aspire to be, you will hear them describe their desire to be a trusted advisor (video). You will also hear them suggest they want to be consultative.Real salespeople won’t sell something to their prospective clients if they don’t believe it will serve them. Not selling someone something isn’t right for them is how salespeople create and retain trust. Once you break that trust, your prospective client is no longer going to listen to your advice, nor should they. A professional salesperson values their relationships over the individual transaction.Those who call sales their profession don’t try to close people, nor do they try to use a one-call close (video) when it isn’t appropriate. Nor do they pressure their future clients.A real salesperson creates a preference to buy from—and work with—them by creating value for their prospective client, most of which occurs long before the potential client decides to buy. If you can’t sell effectively, the right solution is to learn to sell better, not to use manipulation, force, or pressure. If you don’t want to learn to sell effectively, you should find another line of work. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

3 Dec

Fine slapped on Sai Baba Trust in Shirdi over payment default

first_imgThe Revenue department has slapped a whopping ₹4 crore as fine on the Shri Saibaba Sansthan (Trust) for allegedly defaulting on revenue dues on a portion of land dating back to the British Raj.Speaking to The Hindu, Shirdi Sub-Divisional Officer Kundan Sonawane said that the disputed land of 27 gunthas (less than one acre) was acquired by some of the devotees on rent near the temple complex premises during colonial times. While the land belonged to the State, the devotees either gave it away to the trust or sold it off a few years after Sai Baba died in 1918.Put on noticeSpeaking to The Hindu, Shirdi Sub-Divisional Officer Kundan Sonawane confirmed that his office had sent a notice to the Saibaba Sansthan Trust.“A few years after Sai Baba’s ‘Mahasamadhi’ in 1918, these devotees either donated or sold it (the land) off without due permission from the State. The land in question encompasses the iconic Dikshit wada, the Lendi Baug [the garden created and watered by Sai Baba himself] and the museum. So, we have sent the notice to the Sai Baba trust to legalise the possession of this land by paying back the revenue due to the government,” Mr. Sonawane said.He informed that the nebulous ownership of the disputed land was unearthed by local journalist Pramod Aher while the latter was researching his book Shirdi Gazeteer: untold stories. Mr. Aher then brought the matter to the attention of Revenue department authorities.Mr. Sonawane further said that if the Trust failed to clarify the matter within a week, a legal probe would be initiated into the affair.Officials at the trust could not be reached for comment.last_img read more

3 Dec

Rain pounds Gujarat, throws life out of gear

first_imgGujarat continues to be battered by heavy rains causing floods. On Thursday, Ahmedabad received 200 mm of rainfall, flooding major parts of the city. The Centre has rushed three more teams of the National Disaster Response Force to the State.The toll in Banaskantha has reached 46 while in Patan district, five persons were washed away in the floods. The total toll has reached 150 in the State since June 1.“More than 10,000 people were relocated from vulnerable areas as a precautionary measure as torrential rain continues in the State,” said a senior government official, adding that more than 1,000 people were rescued by various agencies.‘Grim situation’“Situation continues to be grim because of constant rainfall. After north Gujarat and Saurashtra, the rain is now spreading to central and south Gujarat, causing floods there,” the official added.Portions of at least 20 buildings collapsed due to heavy rains and water-logging. Three persons were injured when a building crumbled in the Gaekwad Haveli locality in the early hours, Ahmedabad Chief Fire Officer M. Dastoor said.“Three persons were injured when a building collapsed in the city. Parts of nearly 20 buildings collapsed since midnight, while 64 trees have been uprooted. Eleven instances of fire were reported due to short-circuits,” he said.The government authorities have ordered all schools and colleges to remain closed in the affected areas. Examinations have also been postponed.As on Thursday, more than 300 roads were closed and hundreds of villages submerged in darkness due to power outage as floods have damaged the power distribution infrastructure.Chief Minister Vijay Rupani visited the affected areas in Ahmedabad and conducted inspection of rescue works. The administration has warned people against venturing out. The Ahmadabad Municipal Corporation issued a warning of heavy rains on Friday and asked people to stay indoors.According to Deputy Chief Minister Nitin Patel, 18 teams of the NDRF, six teams of the BSF, six columns of the Army, two teams of the Navy and over a dozen helicopters of the Air Force were involved in the rescue work across the State, mainly in the two worst affected districts of Patan and Banaskantha.The Ahmedabad airport runway was partly flooded due to heavy rains, though it did not affect the air traffic, its director Manoj Gangal said. Apart from Ahmedabad, Gandhinagar and Kheda also received heavy rainfall in the last 24 hours, affecting thousands of people who had to be relocated to safer areas.(With inputs from PTI)last_img read more