Catch and release: not a closure strategy
Website design By BotEap.comI was training on site in Montreal, Canada last week, a software company, hello everyone! -and one of the sales reps mentioned today’s quote while we were reviewing the calls during the training.
Website design By BotEap.comThe call was a closing presentation, a demo, actually, and after about an hour of slides and features and benefits, the rep was eager to set up the next steps: schedule another demo call, schedule another Q&A session , etc.
Website design By BotEap.comWhat was blatantly missing was a close try! There was no attempt to see what they were thinking so far, no attempt to close the trial, not even a discussion about the timeline and next steps to move towards a decision …
Website design By BotEap.comInstead, the representative commented that it was essentially a “catch and release” call. The conference room laughed and nodded in recognition around the room.
Website design By BotEap.comHe explained that he had “gotten” the prospect, finally, and delivered a presentation. But in the end, instead of shutting down, he just “released” them without any resolution!
Website design By BotEap.comSadly, this scenario was endemic to their sales culture (hence why they hired me to change it) and, sadder still, this scenario is repeated in countless sales teams around the world. Think about your own company’s sales presentations. Ask yourself: How many closing attempts do you or your team make in the end?
Website design By BotEap.comOne of the solutions I presented was the concept of using a combination of test ties and fasteners throughout the presentation. Moorings to get an idea of how the presentation is going, and then the test is closed, so requesting the deal, or at least an agreement that the sale is moving towards a closing, can be determined before the end of the period. call (so real and meaningful “next steps” can be programmed).
Website design By BotEap.comSample test closures you should use include:
Website design By BotEap.com“Does this sound like the solution you were looking for?”
Website design By BotEap.com“Do you think this will accomplish XYZ for you?”
Website design By BotEap.com“Do you have the feeling that this is what you are looking for?”
Website design By BotEap.comUnlike fishing, closing a sale should result in a catch that is not released. And you’ll be more confident in accomplishing this if you’re building a self-drive throughout your presentation. And you can make this purchase using the strategies we just wrote about.
Website design By BotEap.comAlso, remember that practice doesn’t make it perfect, it just makes it permanent. So write these test closures and start practicing them word for word. This is how you will deliver a “perfect presentation” every time!