I’m sure you remember this line from the boiler room, but it’s not just a line it’s a mindset. And if you don’t share this mindset you’re not going to get far in sales. It’s understandable that the client will try to pull you off track in a sales call and you will try to push the close, but that’s not what I’m talking about.
When I say always be closing I mean that if you had your mind made up and you have an opportunity to close take it. I have been in sales for the past 22 years and in that time I have worked for more than one company. It’s amusing to see them fighting over me when they want to close me, but there will always be an idiot that has a chance and completely blows it.
There was a company that is dealing with medical checkups that wanted me to start working with them, the manager made a very good impression on me and I would have started working with him on the spot if he would have given me an offer. Not only was this guy too full of himself to a point where he waited 3 days to call me back, you can’t possibly remember a candidate after three days you made your decision on the spot. But by the time he called me back I started on a trail basis with another company. He told me that if anything was to ever happen and I would find myself looking for a job to call him right away, I did. He had me in a position that I was going to close on the spot but he told me that he would call me back later.
By the time he called me back I found something else. Some people think that as the “company” they have to show you that they make the decisions, this is never the case as you can always decide that you want to work with someone else. Never assume that you’re better than the candidate you’re interviewing, or anyone else for that matter you never know who you’re talking to.
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