Selling is one thing; closing is a different thing entirely. Confuse the two and you’ll screw up both of them. If you can discipline yourself to stop selling when you start closing, you’ll be alright. But why is this so important?
Because OVERSELLING is one of your worst enemies.
You sell when you’re supposed to be selling and close when you’re supposed to be closing. You CAN’T do both at the same time. It’s like brushing your teeth and shaving at the same time, it just doesn’t work. Selling and closing are two different skills and disciplines with different purposes and goals.
Of all the writing I’ve done on selling and closing sales, this fact may be one of the MOST important:
The key to long-term success in selling, in closing sales, (and in life) is:
- Know what you’re supposed to be doing.
- Do what you should be doing when you’re supposed to be doing it!!
Daniel Jacobs, 2016