Corporate CPR Episode 132: If Your Entire Organization Isn’t Closing, It Might Be Killing Your Company

On today’s episode, we discuss how a lack of closing across your entire organization could be detrimental to your company’s success.

Bob King is an award-winning author, filmmaker, and sales expert, renowned for his exceptional achievements in the industry, including multiple "Sales Star of the Year" honors. With a proven track record across retail, in-home, and B2B sales, Bob consults with sales professionals to infuse One-Call Magic into pitches, revive slumping teams, and transform total strangers into loyal customers—often within the first meeting.

 Key Discussion Points:

Closing is a Universal Skill: The concept of closing extends beyond sales teams to encompass all aspects of life and business. Whether it's getting your kids to clean their room or influencing organizational change, everyone needs to master the art of closing. This involves building trust, being persuasive, and understanding that closing is about facilitating a decision that benefits all parties involved.

Trust and Genuine Connection are Foundational: To be effective in closing, it's essential to build trust and establish a genuine connection with the people you're dealing with. This requires a sincere interest in their needs, challenges, and experiences. 

Belief in Your Product or Proposal is Crucial: To successfully close a deal or persuade others, you must have unwavering belief in what you're selling or proposing. This belief should be authentic and rooted in the conviction that what you're offering is truly the best solution for the other party. 

Address Objections with Empathy: Rather than ignoring objections or the reluctance to make a decision, engage with them sincerely. Addressing their concerns builds intimacy and trust, which can lead to a successful close. 

Effective Communication Requires Silence: One of the most crucial moments to be silent is after presenting a price or asking for a deal. Silence allows the other party to process information and respond, which can often result in a positive outcome.

Leaders Need to Inspire and Empower: Leaders, like CEOs, often have a strong belief in their company and its value, which makes them effective closers. To extend this ability to their teams, leaders must share their passion and experience in a relatable way, allowing team members to adopt these beliefs as their own.

Top Takeaways for the Audience:

1. A successful organization relies on its sales team’s ability to close deals, not just generate interest, as skilled closers are essential for converting leads into customers.
2. Effective leadership involves guiding others to adopt your agenda willingly, similar to closing a sale, by understanding and addressing their needs.
3. Developing your sales team through training and resources is crucial for improving their ability to close deals, leading to happier customers and business success.

How to Connect with Bob:

Website: https://www.joyofclosing.com/

LinkedIn: https://www.linkedin.com/in/bob-king-7a37951/