Stop Using the Hard Close. It Doesn't Work.

People used to think sales success came from learning how to close and close well.

Neil Rackam changed all that. He spent years researching and originally he set out to prove that teaching reps how to handle the hard close, it would pay off.

He found the opposite. After researching over 35,000 sales calls, he found that hard-closing doesn't work. It turns people off, and he outlines this in his classic book, SPIN SELLING.

The problem is that every month, every quarter, and every year, sales management pressures their reps into hard-closing deals so they make their numbers.

It's a shame more managers haven't stayed up to date on research. If they did, they wouldn't pressure their reps into pressuring customers.

Always be moving things forward, but do NOT "always be closing."

What has your experience been like? Let me know in the LinkedIn comments!

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