On Modern Sales Prospecting: Why Opening is now the new Closing.
This article will show you…
How buyers now want to be engaged.
If you open right, the closing will take care of itself, as a natural progression of your correct first sales engagement.
That you don’t need cheesy closing techniques at the end of the sales cycle to close a deal.
Traditionally in Sales, reps are goaled on the seemingly more exciting part of selling, namely the closing, than on the comparatively unappealing first part, the opening.
Why is that?
Why is the closing seemingly more appealing than the opening?
Simple. The opening involves a lot of cold outreach, which inevitably comes with a lot of rejection. No one likes being rejected, hence the poor appeal of opening.
On the other hand, it's easy to see the appeal of closing. You are getting to the exciting bit where salespeople can smell the win, the victory, the commission and bonus money.
However…
Buyers have changed their perspective on “traditional” closing techniques.
They no longer tolerate the usual tricks that salespeople have long relied on to get a buyer to commit to a purchase.
Buyers are now pushing back against salespeople who are trying to manipulate them into a buying decision.
Buyers despise being thought of as just the next revenue opportunity.
So, what has all that got to do with opening a sales conversation?
Everything…
You see, buyers now have done their research on the product or service they are interested in, long before they contact a seller. And, by the way, they choose WHICH seller they contact, and WHEN they will do so.
Buyers now expect a seller to be a domain matter expert who can HELP them make an INFORMED buying decision.
That requires a degree of trust on the part of the buyer. Trust that the seller knows what they are talking about. Trust that they have the best interests of the buyer at heart. Trust that they will NOT be manipulated, conned, or tricked.
As we all know, trust cannot be asked for. It needs to be earned.
In another article, called “Do You Know The Three Stages of Building Trust With Buyers?” I laid out exactly HOW sellers can build trust with their buyers.
How do you earn Trust in a Sales Situation?
Here’s how:
You don't sell.
You don't pitch.
You don't push.
Instead…
YOU ADVISE YOUR BUYERS to make an informed buying decision.…importantly: TO BUY FROM YOU!
Why opening is the new closing in sales now
Peter Strohkorb outlines in a podcast interview just why sales opening is now the new closing.
How do you open effectively?
You need to create curiosity and active interest, right at the first moment you reach out to a prospect. Doing so builds intrigue. Intrigue is the early beginning of trust building.
You need to establish trust in that you know what you’re talking about and that you can help the buyer make the right decision.
That's why opening is now the new closing.
Finally: How can you bring this approach into your Business?
Each business is different. That’s why you’ll need the right advice and guidance on how to make “Opening is the new Closing” work for your business and for your buyers.
So, let’s schedule a private call
and figure out how you can leverage Opening Is The New Closing in you business.
internationally acclaimed b2b sales growth advisor and consultant Peter Strohkorb