Mark Shonka

Sales Tip: The Closing Forum

In our last Tip, we talked about the importance of identifying the decision maker in order to close effectively. Now that we know who the decision maker is, we need to figure out how to get a meeting with them. After all, it's hard to close a decision maker without a suitable forum.

There are many ways to schedule these critical meetings with decision makers, including:

  • Leveraging a coach (someone who wants you to win and wins if you win) who has credibility with the decision maker to schedule a meeting
  • Asking a senior leader on your team to reach out to the decision maker to schedule a like-rank meeting
  • Reaching out directly to the decision maker yourself (via phone, email, social media, or in-person) to request a meeting
  • Gaining access to a decision maker who is a current customer through a periodic QBR or relationship review meeting, or a decision maker at a prospect via an RFP Finalist presentation.

As you think about what you will say to them to ask for a meeting, remember that they care more about themselves and their business than they care about you and your business.

Focus your request on the critical business outcomes they are trying to create and indicate that you believe that a relationship between your two companies can help them get closer to the outcome they want to achieve.

Once you get your meeting scheduled, you need to develop a closing forum - a setting that lends itself well to a closing effort.

To lay the groundwork for the close, share your view of what they are trying to accomplish, your company's ability to be a strategic resource, and the outcomes you can create through your joint effort. If you can do this, you are ready to ask your optimal closing question!



Mark Shonka

Sales Tip: The Waterfall Exercise

Many of us in sales and relationship management positions are looking ahead to 2023 and setting our goals – revenue, retention, close rate, margin on sales and retention, new logos (new customer commitments), share of customer wallet, etc. As we consider our targets, it’s critical to determine...