So how does a sales rep ensure they end the year as a Closer and not a Loser? I’ve summarized four obvious (but often overlooked) characteristics that separate them:
|Establish trusted relationships||Only shows up when they need something|
|Quantifies business value and preserves the purchase price||Massive discounting to do anything to get the deal|
|Forward planning ensures a budgeted project||Waits till end of year to desperately seek unspent budget|
|Supports the customer’s needs and challenges||False promises which will come back to bite you|
If you are a sales rep reading this article at the end of the year, I hope you fall into the closer category. And if you are casual reader of my blogs, I hope you have a great holiday season and prosperous New Year! See you in 2016!