Professional closers have certain attributes that set them apart from everyday salesmen. Most salesmen look professional in their behavior and appearance and they are punctual, well-groomed, courteous, reliable, smart and well-dressed like professional closers. But it’s not about appearance or behaviour. Being a professional closer is something deeper; it’s the "force from within" that makes a salesperson a professional closer, that inner confidence and absolute belief in himself. Here are the attributes that make the professional closer the best of the best and an absolute winner:
- A professional closer is ambitious for success. He has an insatiable hunger, a burning desire to achieve and to succeed.
- A professional closer is always in command of the situation and always aware of what’s happening around him. He’s able to think on his feet and demonstrates a lot of ingenuity when faced with an unexpected situation. He’s streetwise and shrewd, also honest and reliable and always delivers what he promises.
- A professional closer is an excellent listener and a convincing persuader. He has an acute perception and instinctively knows what to do next. He’s a natural leader; people listen to him, respect him and warm to him.
- A professional closer enjoys his own company as much as others’ and often works alone because he prefers it that way. But he is always there to help out his colleagues and train the new recruits because he loves what he does and gets a real buzz from his work.
- A professional closer abounds with enthusiasm, he has masses of initiative and energy and gives each call 100% effort. He is the guy who after a long and difficult sale, when he is mentally sapped and drained of energy, is still somehow able to tap into his reserves and make that last call, when anyone else would have packed up and gone home.
- A professional closer never seems to get sick. Even when he feels under the weather, he still turns in for work. He’s eager and has a great attitude.
- A professional closer is well-organized, possessive about his tools and equipment. His records are always up to date and he’s forever updating his figures. He always knows where he is at.
- A professional closer has an air of authority about him that radiates confidence to his potential customers.
- A professional closer is a masterful actor who is superb at creating emotion and at expressing himself. He’s also an artist who paints pictures that are so life-like they become real.
- A professional closer never knocks the competition. He isn’t in the slightest afraid of it, instead he welcomes it, he enjoys the challenge. If he thought the competition was better somewhere else, he would be working there.
- A professional closer is always learning new material, always trying to better himself and constantly striving forward, towards his goals. He’s a winner.
- A professional closer motivates himself. He’s a go-getter, with determination, drive and a burning passion for success.
Michael Russell
Your Independent guide to Sales Training
