Should you always be in a “closing” mind-set?
A lot of people say NO, because it is too abrasive, and aggressive.
My opinion on the other hand is, that we should.
Not only is it appropriate to always be closing, but if you say to the contrary, it’s because you don’t know what the term “closing” means in the first place.
We have to first understand what the “always closing” mind-set involves to begin with.
Always be closing doesn’t mean that you ask everybody you meet every day to buy from you.
“Always be closing” means you should always be advancing the conversation and the business relationship towards the next appropriate step.
The “next appropriate step” is always just a minor step in a long chain of events that leads to an actual sale being consummated.
When you meet someone for the first time, the “next step” is to see if they’re interested in your product or service.
If they are interested, the “next step” is to see if they will take a meeting to discuss some proposals or to listen to your presentation.
After the proposal and the presentation, the “next step” might be for them to indicate which solution or features they like.
After that the next step could be a payment or deposit to get the business relationship up and going.
“Always be closing” doesn’t mean trying to get money from everyone the first time you meet them.
That idea of closing is unrealistic and stressful.