Blue Elevator Blog

One Call Close

Have you heard that phrase before?  Anyone who has spent time in or around professional sales might identify with that phrase.

It’s the sales person’s equivalent of a proverbial “hole in one” in golf.  It’s as rare as hitting a golf ball off of a tee that goes straight into the hole – as it is for a salesperson to close a deal with a prospect in the first meeting.

Sales is Not a Full Contact Sport

In some sales courses, participants might be taught various positions, stances, moves, responses, etc.  Kind of like learning various moves and counter-moves for use in MMA (Mixed Martial Arts) hand-to-hand combat training.

“If your prospect says that, then you counter with this ….”

Now, I don’t believe that professional sales courses are bad.  I think there is valuable information to learned in these courses.  I have come to appreciate the psychology involved in conducting business.  After all, people buy from people.  Business majors would benefit from a minor in human psychology.  So much of business involves the human psyche and interpersonal and organizational dynamics.  By all means, be encouraged to take courses and learn an effective, professional selling system.

But There’s a Better Way

Sometimes I feel like organizations do themselves and their sales teams a disservice.  Sometimes, there is such a high pressure for sales, that the sales person is at a disadvantage right out of the gate.

The organization’s first order of business is clear.  Noted management expert, Peter F. Drucker, says it well.

“There will always, one can assume, be a need for some selling. But the aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.”

Using Blue Elevator™ speak, the organization has a responsibility to Innovate™ its products and/or services.  These products and/or services need to be designed so well that they almost sell themselves.

One Call Close – in Theory

So, in theory, the “one call close” is possible.  And one method is better than the other.

• The wrong way.  The wrong way to execute the one call close is to use every sales tactic possible to shame, coerce, and combat a prospect into buying.  As an old saying goes, “selling is overcoming objections.”  If you masterfully counter every objection, you should be able to pin your opponents (er, prospects) to the mat and make them buy.
• The right way.  The right way to execute the one call close is to design your product or service so well that it sells itself.  The idea is that qualified buyers – individuals who need your product or service – will buy your product when they are ready to buy it.  Expectantly.  Excitedly.  Expeditiously.

Conclusion

It’s really as simple as that.  Is your product flying off the shelves?  Are clients clamoring for your services?

We hope so.  Be encouraged to pursue the one call close the right way.

Contact us!