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Touchdown - Closing Skills for Successful Selling (Page 2)

Date Posted: 2006-01-16

It’s the same principle in sales. If you try to close a sales call without first executing a customer-focused presentation, you’re probably not going to be very successful. However, as the Packers found out on that crisp January day, you can execute a lot of good plays well, but if you fail to close, you don’t get the win.


The clock is ticking...

Green Bay legend Vince Lombardi once said, “The Green Bay Packers never lost a game. They just ran out of time.” In all likelihood, the Packers assumed that their three-point lead was safe with just over a minute left on the clock and Philadelphia deep in their own territory. The win (close) was assumed. As Packer Al Harris said later, “Fourth-and-26 yards, that's like fourth-and-forever.” That assumption cost Green Bay the game. It may cost you a sale.


An effective close is carefully crafted to answer these questions: What am I going to do? What are you going to do? What is the expected outcome? When you close by gaining a commitment, you make the touchdown. Because at the end of the day, someone has closed the customer. Shouldn’t it be you?


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