Why 'closing the deal' is about more than just a signed contract

Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate. They explain why every conversation should be treated as a 'mini close', why there should never be uncertainty when a contract is sent out, and explain the importance of the verbal agreement - and why that should be your main focus. The pair reveal the path that you need to take with a client that is fixing too heavily on the small details, unpack the trap that less confident salespeople can fall into, and explain why you should technically be in a position to 'close the deal' immediately following your first discussion with a prospective advertiser.