This is the 3rd article in my ‘Trilogy’ on the ‘3 Key Steps in Sales’ which I propose are:
1. Identify your prospects’ Needs, as distinct from their wants and ask they prioritise them.
2. Match the best possible tailored solutions to these needs.
3. Close
So what is defined as a ‘Close’?
Previously I’ve detailed the ‘Importance of ‘Why’ in defining the drivers / motivators that dictate our client’s and candidate’s needs and then how our understanding of these needs is the basis of “How’ we deliver our solutions.
The next key step and one that reoccurs throughout the sales / recruitment process, is in us agreeing specific and measurable actions with our prospects that deliver our solution, to a defined timescale.
That for me, is the definition of a ‘Close’ – an agreed action to a timescale.
Anything else is just a ‘definite maybe’!
If we’ve understood and agreed our candidates’ and clients’ needs, and then have detailed a tailored and appropriate solution, this 3rd step ‘should’ be straight forward.
But how often do we hesitate or not want to appear pushy, and so don’t deliver on our potential, and thus on our prospect’s needs?
As Blake’s character in the movie ‘Glengarry Glen Ross’ so accurately and eloquently advised, “Always Be Closing”!
This is because within in each of the 3 Cycles of our recruitment process (Candidates, Clients and Roles), there is required a continuous series of ‘Closes’ to move along the process from one stage to the next.
We need to agree and confirm with all parties throughout, what can be a lengthy process, that the proposed and potentially dynamic solution is still the best option. Thus the need for an ongoing series of ‘Closes’.
It’s important, that each of us deliver this in our own style as a specialist, that works for our candidates and clients. Maybe even as a ‘Blake’.
What process do you follow to deliver on your tailored solutions?
