I’ve heard a lot about the need to have a good ‘closer’. What, exactly, is a good closer and how can you go about hiring a salesperson who has these qualities?
I think this question is great as it deals with a real, practical issue we all face in business.
A good closer is someone who actually makes the sale, is able to tie up the deal and is not just a good talker!
A good closer is also a good starter. The process he or she uses is around the four steps of the sale. They are:
1. He or she is good at making initial contact.
2. He or she is good at establishing the need by asking relevant and purposeful questions.
3. He or she has the ability to create the desire. They will match step two to the way they present the benefits of the product or service.
4. Having determined the level of customer interest he or she can now put the direct proposition.
Questions they need to ask include: when would you like to receive the product? When would you like to get started? What is the best way for us to get started on this together?
There are many ways to tie up the sale but all that is established on the way through the process. Of course there can be no process if the closer is not a good starter!
So how do you go about hiring the person with these qualities? Check out his or her presentation –would they present your product service adequately? How does he or she dress, speak and engage with you?
Is he or she pompous, overbearing or too shy? Either type will not be good at closing the sale.
The person needs to be confident, smart, trustworthy and honest. The best way to check on all these qualities is to check on past experiences, get solid references and information about past sales success.
Of course, it’s very hard to find great sales people as they are scarce. Selling takes a lot of nerve and courage at times and companies work hard to keep their top performers.
Make sure you sell yourself, your company and products well to the prospective sales person.
I have to say acquiring great sales people starts with your own ability to sell someone on your vision for your business and in turn, his or her opportunity to be a successful sales person with your company.