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REMEMBER: We’ve discussed this topic previously but ‘MM’ received an e-mail from a ‘closer’ who said we need to tell ‘MM’ readers that, and I quote: “Closing is the most important part of each and every sale.”
Now don’t get me wrong, because when it comes to the technique of Closing and/or being a really good ‘closer’ that requires specific and specialized skills that often take years to hone. But the part about it being the “most important part of each and every sale” is pure nonsense!
I bring this up because many readers of ‘Morning Meeting’ likely work at a sales center where it appears ‘closers’ get preferential treatment (and they do). But the fact of the matter is those ‘closers’ couldn’t ‘close’ a door (F/B’ers being the exception) if it weren’t for a very talented front-end rep doing their job!
In fact the front end rep is so important that there are sales centers out there (e.g. love lines) whereby closers will cut another closer’s throat just for the chance to ‘sit’ on the table of certain ‘reps’ because they know that those front-end reps ‘sell’ the deal (first and foremost) every time. And that makes ‘closing’ a walk in the park!
In every T/O system world-wide front-end reps and closers are a team. They should be trained as such and treated equally because neither can do their job without the other and when they perform as a savvy TS team to their maximum, equal and mutually beneficial potential more ‘deals’ will ‘close’ and they’ll laugh, together, all the way to the bank.
TODAY’S VIDEO: Teamwork – A video by Cinthia Reyes, Mensa Mexico
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