Is closing a deal an art or a science? Is closing a deal in the age of the customer as important as it was in the past? Is it just about negotiation and closing skills?
Closing is an area that often doesn’t get a lot of attention in sales enablement, except developing negotiation and closing skills. But it should, as the average win rate for forecast deals in our 5th Annual Sales Enablement Study was 46.4%, which simply means that less than half of all forecast deals close as a win.
Closing deals is – more than any other area in professional selling – a mindset issue. (Click to tweet)
Of course, there are certain skills that salespeople should be able to apply fluently. Yet even if sellers are technically able to apply these skills, they often feel uncomfortable in closing situations and are not confident in their ability to do the right
