Why Salespeople Must Close Faster

The most common goal that sales leaders come to me with is that they want their salespeople to close more. This seems obvious of course as more sales equals increased profitability for the company. And the main reason organizations invest in a sales trainer/coach/consultant is to increase sales. There are many different training focus areas that can help increase sales, but one that often gets missed, is simply learning how (and why) to close FASTER.

Why it's crucial to close faster?

1. Closing faster means that a strong and consistent follow-up (and other) process is in place which ALWAYS equals a higher win rate over time.

2. How many prospects can one properly handle at a time? Let’s just say for example that the average is 10 prospects (likely more) over a two-month period. If we can learn to strategically close (or find out that it’s a no) twice as fast (in one month), we can now handle 20 prospects, or double in the same amount (2 months) of time. If effectively done, that WOULD equate to at least double the sales, but likely more. A secret of many elite salespeople is that they effectively handle many more prospects than the average salesperson, which equates to many more sales.

3. Closing faster with the right skills and strategies, also increases our win percentage. A common misconception is that giving prospects space and time to decide is the best approach. Although it sounds nice, it’s untrue. Time and space only gives them more time to lose momentum and enthusiasm for your product or service. It also gives them more time to potentially talk with your competitors or other options. The old clichés are true. Strike while the iron is hot, smell blood in the water, etc.

If your team would like to learn strategies on how to close faster and more often, please click our contact link at the top of the page.

The Most Common Trait Of Elite Salespeople

In the Psychology For Sales Success section of our A-Z Elite Salesperson Workshop, we dive deep into a number of traits that salespeople can improve upon for greater success. But having traveled the country for years, working with companies across virtually all industries, I have found that almost all elite salespeople share this one important trait.

Virtually all elite salespeople are self-starters and can succeed with little support. They in effect support themselves and never blame the company or those in charge for their sales numbers. The mindset is that regardless of what others are or are not doing, they are going to succeed.

Salespeople sometimes complain about not getting enough support. And sometimes, they might be right. More strategy and support from the company can certainly increase sales company-wide. However, I believe that one of the most important questions to the complaint is, “Are there currently salespeople in the company that are performing at a high level?” There almost always are. And if so, the next question is, “What is unique about that individual(s) that is performing at a high level with the same amount of support?” The level of support is always subjective and opinions often vary. But, if there are salespeople succeeding, there is at least enough support and infrastructure for individual sales success to occur.

Don’t get me wrong. As someone who has sold for other companies prior to starting my own, I understand the feeling that more can often be done to help a sales team. As a sales team trainer/coach/consultant I have seen firsthand how the added support can help salespeople get to that next level of success. But most elite salespeople have figured out that focusing on what they can do differently or improve upon, is the biggest key to their success. Management is focused on many things and a bigger picture, and hoping and waiting for them to do what one believes that they should do, is not a good recipe for success.

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