Question: Is Closing A Sale How You Define A New Piece Of Business?
By Ivor Kellock
Closing a Sale Definition
Closing is a sales term which refers to the process of making a sale. The sales sense springs from real estate, where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring a signature.
Salespeople are often taught to think of targets not as strangers, but rather as prospective customers who already want or need what is being sold. Such prospects need only be “closed.”
“Closing” is distinguished from ordinary practices such as explaining a product’s benefits or justifying an expense. It is reserved for more artful means of persuasion, which some compare with confidence tricks.
For example, a salesman might mention that his product is popular with a person’s neighbors, knowing that people tend to follow perceived trends. This is known as the Jones Theory.
As more people become self employed to create their income & wealth & new terms like inbound marketing & attracting buyers become generally accepted terms – what do you call it when you close a new deal?
I’ve been in sales since 1984 so I guess I am somewhat old school or an old timer among salespeople! I call it a new sale, closing a sale, or closed a new sale. What do you call it? We have created a simple poll on LinkedIn with 5 different terms to see what the general consensus is on this terminology.
Why? Because if I talk to people about sales & I’m being as interesting & interested as anybody can – ie I am sure I’m not being dull & boring (!) it seems that the word sales is shied away from & doesn’t want to be spoken about!
So come on down & please share with us your thoughts & comments & your own language for new business development, buyer attraction, closed deals & sales numbers.
What do you call it!
If I am being old fashioned & showing my age in the terminology I use this will not only be a revelation for me but for the industry as a whole! So get involved & set the record straight please!
You can answer the question:
Is Closing A Sale How You Define A New Piece Of Business?
Don’t forget you can stay in touch with us and get your daily sales buzz on our mobile app where a growing sales & new business development community is rising.
Ivor Kellock – United Kingdom
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{ 2 comments… read them below or add one }
Thanks for another informative web site. Where else could I get that kind of information written in such an ideal way?
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Thanks for that indeed stay with us as we build to a very substantial resource for sales, digital strategies, prospecting, lead generating, marketing, social media, social sales, closing and more.
Phil
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