My last HBR blog post, How to Close a Sales Call, reviewed sales call closing techniques. Now let's analyze whether or not you are a natural born closer.
The drive to take command of a situation is instrumental to a salesperson's success. Salespeople with a weak dominance instinct are never quite in control of an account. They operate under the direction of customers or are at the mercy of the competition. They also find it more difficult to close the sale because they are uncomfortable exerting their will over the customer.
Dominance is gaining the willing obedience of the customer. The customer listens to your opinions and advice, internalizes your recommendations and agrees with them, and when you close the sales call follows your course of action. Your personality greatly influences the way in which you establish dominance during sales calls.
To read the full, original article click on this link: Are You a Closer? Take the Test - Steve W. Martin - Harvard Business Review
