My Salespeople Cannot Close!
“Only top closers need apply”. This was the opening to a job advert I saw some time ago; what could it mean? Something to do with doors, perhaps? But, of course, no, it was referring to a skill that in the selling profession is prized most highly; that of being able to close the sale. Oftentimes CEO’s have confided to me that the real selling competency their salespeople lack is that they cannot close. This bears inspection. When I have carried out a diagnosis it turns out th