This is an excerpt from my second book, Managing the Sales Process, available on You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest).

From Chapter 2 – The Right Skills: Closing

When I first started selling, I remember hearing the word “close” all of the time and not knowing what it meant. Now after more than 20 years in the business, I have come full circle. I am intimately familiar with what it means to close a deal, but now I don’t believe in “closing” as a skill.

The expression “when a deal is set up properly it practically closes itself” can be very true. When all of the steps leading up to the close are followed, the close can be as easy as a simple question, such as, “great, then shall we move forward?”

While a deal that is properly set up may practically close itself, something does need to be asked, something does need to be said, and the salesperson needs to do it. When you ask salespeople about their closing skills, you are looking for the same thing as when you asked them about objections. You don’t want to hear about tricks and techniques but that the salespersons acts in a way that keeps the process moving forward until it is done ─ and when all else has been done to properly set up the close, the salesperson is capable of gracefully taking that one last gentle step.

For a more detailed exploration of the steps a salesperson can take to get to and conclude a successful close, please refer to Mastering Your Sales Process.



Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!