Closing the Sale

Sales consultant Jill Konrath hates the use of sales “closing techniques.” Her recent post, Why I Hate Closing Techniques, recalls a conversation she had with a VP of Sales about his need to help the sales force get better at closing sales.

Jill Writes: “If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell to the corporate marketplace.

Why not? When you analyze what happens when you teach sellers how to be great closers, you'll understand my perspective.”

You can read her take on closing sales. She exposes the flaws of the serial closer by looking at the process from the customer's perspective.

Having been a buyer and seller of services, I couldn’t agree with her more.