Rainmakers Seal More Deals and Close More Business
The best way to seal more deals is to stop trying to seal more deals. There are entire books, seminars, training classes devoted to closing the close, landing the client and sealing the deal. The basis of the teachings is that “the close” is recognized as the holy-grail, the be all and end all, and the most important part of the sales process.
The close is important! However, the close is a result of a well-managed and thorough execution of the entire sales process.
When an attorney shows up to a meeting with the mindset and intention of sealing the deal, the energy is heavy, the intention is wrong, and the customer feels it. Unfortunately, these rainmakers are still using old-school sales techniques that buyers can spot a mile away. These closing techniques are becoming less and less effective with each passing year. When a buyer hears these techniques, they roll their eyes, become defensive and instantly know that you have not updated your approach in decades.
I hear rainmakers talk about sealing more deals and closing more business. Managing partners push their lawyers to seal more deals and want to learn new ways to close more sales. The trouble with all this talk about closing sales is there’s one key person who is less enchanted with the concept of closing—your client!
Prospects are sick and tired of being on the receiving end of those types of situations. So sick and tired that while you are learning how to be better at closing, they are busy learning how to be better at buying. Today’s buyers are smart and savvy and any attempt to “close them” sends them to your competition.
Your job is not to “close” people. Your job is to help people close themselves. Your job is to create an atmosphere and experience that makes people want to buy. Your attempts to close the sale is causing them to reject your offer and sends them to your competition.
Many rainmakers are unaware of why they are losing deals and missing opportunities. One minute they are passionately pursuing a sale, things are going well and in the next moment, they are being treated like an annoying insect. They moan and say things like this, “I can’t get anyone to call me back,” or “I send proposals and then never hear back,” or “Everyone is thinking it over,” or “My price is too high.”
I receive calls every day from law firms and attorneys who believe that the only skill they lack is “how to close.” They say, “If only I were a better closer I could make more money.” “Could you teach my attorneys how to close more sales?” “I’m great at everything else, but I have trouble closing the deal “or “Can you show me a better way to close deals?”
They’re convinced that the one thing missing in their sales process is the inability to close effectively. They declare they’re not closing the sale because they lack a method to execute closing properly. They think that there’s a magical phrase, slick one-liner or fancy closing statement that makes sealing the deal easy.
Rainmakers Seal More Deals and Close More Business
Selling is not about getting your needs met, your quotas and your products or your services. When you start paying more attention to your client’s needs, pains, and problems and start solving their issues and challenges, you’ll find you no longer have a closing problem.
There is no secret sentence, no magical phrase or covert closing technique that will transform you into a closing rock star. What does make you a closing rock star is when you are willing to take your mind off the close and put your focus on mastering the process.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Need a “911” Strategy Session? If you are struggling with closing business and keep running into the same business obstacles and issues, let’s chat.
This 911 attorney coaching call is not a free coaching call. That would be irresponsible of me to offer you, as change doesn’t happen overnight, and certainly can’t happen on one phone call. Purely a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you, to do that, we need to have a frank conversation about your practice first.