I was training on site in Montreal, Canada last week, a software company, hello everyone! -and one of the sales reps mentioned today’s quote while we were reviewing the calls during the training.
The call was a closing presentation, a demo, actually, and after about an hour of slides, features and benefits, the rep was eager to set up the next steps: schedule another demo call, schedule another Q&A session , etc.
What was blatantly lacking was any kind of close attempt! There was no attempt to see what they were thinking so far, no attempt to close the trial, and not even a discussion about the timeline and next steps to move towards a decision …
Instead, the rep commented that it was essentially a “catch and drop” call! The conference room erupted in laughter and gestures of recognition swept through the room.
He explained that he had “caught” the prospect, finally, and made a presentation. But in the end, instead of closing, he just “dropped” them without any resolution!
Sadly, this scenario was endemic to their sales culture (hence why they hired me to change it) and, even sadder, this scenario is repeated in countless sales teams around the world. Think about your own company’s sales presentations. Ask yourself: How many closing attempts do you or your team make in the end?
One of the solutions I presented was the concept of using a combination of test ties and closures throughout the presentation. The moorings to get an idea of how the presentation is going, and then the trial is closed to request the deal, or at least an agreement that the sale is progressing to a closing, can be determined before the end of the call (so that real and meaningful “next steps” can be programmed).
Examples of test closures you should use include:
“Does this sound like the solution you were looking for?”
“Do you think this will accomplish XYZ for you?”
“Do you have the feeling that this is what you are looking for?”
Unlike fishing, closing a sale should result in a catch that is not released. And you’ll be more confident in accomplishing this if you’re building a self-drive throughout your presentation. And you can make this purchase using the strategies we just wrote about.
Also, remember that practice doesn’t make perfect, it only makes it permanent. So write these test closures and start practicing them word for word. Here’s how you’ll deliver a “perfect presentation” every time!
