Most closing strategies assume that you developed the correct selling strategy for the opportunity and properly executed effective tactics. Closing then becomes the natural result of the strategy and tactics, and done right, it is seamless and predictable. Of course, it usually doesn’t work that way
Take a look at your won/lost ratio. It’s your professional batting average and what it tells you is the probably 75% of the time, give or take, you lose. So three times out of four when you arrive at the closing phase of the sales cycle, it’s, if not clear, then at least likely that you’re not going to win this one. So what do you do at that point?