In this Expert Insight Interview, Donnie Boivin discusses the fact that a sales pitch is a conversation with an outcome. Donnie Boivin is the CEO of Success Champion Networking and the founder of the Badass Business Summit and the Growth Mode Podcast.
This Expert Insight Interview discusses:
- The idea of a sales pitch being a conversation with an outcome
- The importance of authenticity in sales
- Why “closure” matters more than “closing”
Conversation with an Outcome
Although sales pitches often seem like conversations for conversation’s sake, they are conversations with an outcome. Conversely, people often try to hard-close in sales conversations, and if you’re trying to hard-close in this day and age, you won’t get far.
If you want to succeed in a sales position, you need to understand that the more human you become, the more conversations you get into, and the easier the sales conversations get. Trying those old hard-sale tactics is a surefire way to get your teeth kicked in.
Even before the pandemic, people had begun to crave authenticity from salespeople and people in general, but COVID accelerated that. If you’re in sales today, and you’re not authentic and not taking a deep interest in what’s going on with your prospect, you will not succeed.
If you want to do your job right from a sales perspective, you’ll go into every conversation with a genuine approach. You’ll tell people that it is 100% OK for them to say “no,” and mean those words. If you do this, you will get closure in every conversation. You should note the difference between “closure” and “closing.”
Closure vs. Closing
Closure means getting to a “yes/no” or a significant next step. Closing means you beat the crap out of your prospect until they give up. For Donnie Boivin, it is all about getting the prospect comfortable and getting to actual closure. He does this in several ways. For example, he doesn’t believe in overcoming objections. You probably screwed up somewhere else in the sales call if you’re overcoming objections.
So, it is more about getting them to say “no” when they’re beating around the bush and giving you all these crazy excuses when they don’t want to do business with you. This allows you to focus on the prospects you can convert and make money on instead of wasting time on people who made up their minds long ago but don’t want to say it.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.