Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
If you were to ask most executives for one thing that they would like their sales force to do better, you would likely get one of two answers:
Nothing wrong with those two choices – or is there?
While salespeople can get better at closing, closing is an outcome, and with the exception of real estate and banking, not really an event. When we evaluate sales forces and look at their ability to close, they may possess some of the strengths and skills that are part of the Sales Core Competency called Closing, but most of those attributes are used prior to, not during, closing time. The ability to close depends on the following 20 variables (in no particular order) that a salesperson brings to the table – or not…