Salespeople - Stop Closing People and Start Opening Up New Possibilities

While "Closing a sale" is common vernacular to describe winning the business of a customer, as a wordsmith (occupational hazard ;-) it's the wrong phrasing to use. If you think about the literal meaning of "Closing a sale" it sounds like you're closing down an opportunity to deliver value and create a new customer. Now, consider that when you're selling, you're not closing down anything. Instead, your OPENING up a new possibility to CREATE an innovative solution that would support your customers to achieve the results they want. "Closing a sale" sounds like the salesperson's agenda and goal, which prevents the salesperson's ability to uncover, create and recognize new opportunities. Opening up new possibilities is about creating maximum value and the right solutions for your customers, without pushing your agenda. Now, the sale is the natural byproduct of coaching your customers to succeed.