Who are your sellers and closers? Are they doing their jobs? Carl talks about why it matters. #70secondCEO
Read full transcript:
Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.
Now one of the quickest ways you can impact your sales function, is to understand who are your sellers and who are your closers, so when that sales book that I told you about, Biz Dev Done Right and again I’m happy to get you guys a copy so let me know in the comments and I’ll send you a copy. We distinguish between two sets of skills, there are sellers who are the relationship builders, they’re the door openers, they’re the lead generators, they’re the ones that work the booth at the trade show and then there’s the closers. Closers are the ones that ask for the money, negotiate terms and conditions and force you to make a commitment. Those are opposing skills and what makes you good at one gets you on the way of being good at the other and we are all more wired one way than the other, we are wired more like a seller or more like a closer. And what we find, and we evaluate sales teams, is we find out sellers are doing closing, closers are doing selling. One of the quickest ways to accelerate your funnel is to get the sellers doing selling, closers doing closing and if you could separate the two that would be great but if not then team them up.
Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.