First off, let’s describe “the Closer”. In sales terms, a closer is someone who challenges and ‘asks for the business’. Their success goes hand-in-hand with having a direct and persistent approach in achieving their sales objectives. Someone who challenges and asks for the business, will drive results and can make their manager look like a hero when it comes time to review sales numbers. This is great! But what’s it like to manage a closer?
INSIDE ‘THE CLOSER’
Think of the saying: “he who asks, gets”. If you are a manager, having a sales person that adopts this approach will likely result in meeting or exceeding their sales targets. But the asking doesn’t stop there! They will be vocal when they agree with you AND when they disagree with you. This can be difficult for some leadership styles. If they disagree with you and challenge you, how will you handle this?
THREE WAYS TO SUPPORT ‘THE CLOSER’
Here are three suggestions to help you to support this valuable member of your team:
- Listen. They will have a direct approach and likely be outspoken – great! Embrace this and listen to what they have to say. If you are not used to this approach, then admit to them that you’re uncomfortable with their candor, but that you’re willing to get out of your comfort zone to support them. They will respect your honesty and they will appreciate your directness in creating the easiest way to communicate. Perhaps they can meet you halfway and tame down their tone a bit.
- Help them! Rather than be demoralized by obstacles, they will see them as opportunities! Assist them by navigating through any impediments, and this will keep them motivated. As a bonus, your support will build trust in your relationship, in demonstrating that you ‘have their back’.
- Open and Honest Communication. They may want to make quick decisions and may be a bit impatient in their quest for success. If this is the case, then keep the lines of communication open with them. You can do this by:
- Being a conduit head office to get the info they need;
- Remind them to be patient with others as they may have other competing priorities;
- Communicating often and in a timely manner. Keeping them in the dark when you know information will only frustrate them.
Let’s chat!
I’m happy to discuss how Human Scaffold can help you improve you to support your ‘closers’ and everyone else on your team through the Human Scaffold Experience. Give me a shout at: 905-481-2734, or email: mike@humanscaffold.com.