In the life insurance business, the ‘experts' will tell you that closing 3 out of 10 is Million Dollar Roundtable sales production. In business, hitting 33% of your sales revenue target gets you fired. In baseball, hitting the ball and getting on base 33% of the time makes you an All Star. But if you really want to know how to sell close the business, you need to think golf.
Greg Norman loses 7 of 8 major tournaments when leading or sharing the lead after 54 holes. Tiger Woods wins 13 of 13 major tournaments when leading or sharing the lead after 54 holes.
Imagine golf as a team sport. Who would you pick as your closer for the Sunday round?
Now keep in mind Mr. Norman has done quite well for himself even though he seems to have a tough time playing golf on Sunday with a lead:
He just can't close. But by the way, here is some additional information about Mr. Norman that is noteworthy:
He serves as Chairman and CEO of Great White Shark Enterprises, a multinational corporation that comprises several companies and divisions including Greg Norman Golf Course Design, Medalist Golf Developments, Greg Norman Turf Company, Greg Norman Interactive, Greg Norman Production Company, merchandising and licensing. And let's not forget Greg Norman Estates - his wine company.
But I will go back to my question: If you had to close the deal on Sunday, who would you pick? It's a no brainer: Tiger Woods is the all time best closer ever.
So how about you? Do you find yourself in one of the following positions?
- ¨ Getting ‘think it over' after you present
- ¨ Have to ‘take it to the board' after you present
- ¨ Have to ‘discuss with my partner' after you present
- ¨ Have to ‘crunch the numbers' after you present
- ¨ Have to ‘compare' after you present
Or are you not getting the chance to present at all and you have a lot of ‘think about its' that have been sitting in your pipeline report since before the Dead Sea was sick? If you find yourself in a position to close, but still end up without the incentive compensation as a result of a sale, then you need to start thinking one of two things:
- Team selling and bring in your closer prior to the close
- Get yourself in a position to maximize your other strengths such as account administration
Selling is about closing effectively. That means close the business before you've presented and get a decision once you've presented. Anything short of that means you allow yourself to be vulnerable to competition and you become recognized as the sales person that has a lot going on, but just can't seem to close.
I think Greg Norman is great but I'd rather be playing Tiger on Sunday.