I was training on site in Montreal, Canada last week, a software company, hi everyone! -and one of the sales reps mentioned today’s quote while we were going through the calls during training.
The call was a closing presentation, a demo, really, and after about an hour of slides, features, and benefits, the rep was eager to set out the next steps: schedule another demo call, schedule another Q&A , etc.
What was blatantly missing was any kind of close attempt! There was no attempt to see what they thought so far, no attempt to close the trial, and not even a discussion about the timeline and next steps to move towards a decision…
Instead, the rep commented that it was essentially a “catch and release” call! The conference room erupted in laughter, and nods of acknowledgment spread through the room.
He explained that he had “got” the prospect, finally, and gave a presentation. But in the end, instead of closing, she just “dropped” them without any sort of resolution!
Sadly, this scenario was endemic to their sales culture (hence why they hired me to change it), and even sadder, this scenario is repeated in countless sales teams around the world. Think of your own company’s sales presentations. Ask yourself: How many closing attempts do you or your team make in the end?
One of the solutions I presented was the concept of using a combination of ties and trial closures throughout the presentation. Tie-ups to get an idea of how the filing is going, and then the trial closes so asking for the deal, or at least an agreement that the sale is progressing toward a closing, can be determined before the end of the call (so that real and meaningful “next steps” can be scheduled).
Examples of test closures that you should use include:
“Does this sound like the solution you were looking for?”
“Do you think this will achieve XYZ for you?”
“Do you have a feeling this is what you’re looking for?”
Unlike fishing, closing a sale should result in a catch that is not released. And you’ll have more confidence to achieve this if you’re building yes momentum throughout your presentation. And you can make this purchase using the strategies we just wrote about.
Also, remember that practice doesn’t make perfect, it just makes it permanent. So he writes these test closings and starts practicing them word for word. This is how he will deliver a “perfect presentation” every time!