Catch and release: not a closing strategy

I was training on site in Montreal, Canada last week, a software company, hello everyone! -and one of the sales reps mentioned today’s quote while we were reviewing the calls during the training.

The call was a closing presentation, a demo, really, and after about an hour of slides, features, and benefits, the rep was eager to set up the next steps: schedule another demo call, schedule another Q&A , etc.

What was blatantly missing was any kind of close attempt! There was no attempt to see what they thought so far, no attempt to close the trial, and not even a discussion about the timeline and the next steps to move towards a decision…

Instead, the rep commented that it was essentially a “catch and release” call! The conference room erupted in laughter and gestures of acknowledgment spread across the room.

He explained that he had “gotten” the prospect, finally, and made a presentation. But in the end, instead of closing, she just “let go” of them without any resolution!

Sadly, this scenario was endemic to their sales culture (hence why I was hired to change it) and, even sadder, this scenario is repeated in countless sales teams around the world. Think of your own company’s sales presentations. Ask yourself: How many closing attempts do you or your team make at the end?

One of the solutions I presented was the concept of using a combination of trial ties and closures throughout the presentation. The tie-ups to get an idea of ​​how the presentation is going, and then the trial closes to apply for the deal, or at least an agreement that the sale is progressing towards a close, can be determined before the end of the call (so that real and meaningful “next steps” can be scheduled).

Examples of test closures you should use include:

“Does this sound like the solution you were looking for?”

“Do you think this will accomplish XYZ for you?”

“Do you have a feeling this is what you’re looking for?”

Unlike fishing, closing a sale should result in a catch that is not released. And you’ll have more confidence to accomplish this if you’re building momentum throughout your presentation. And you can make this purchase using the strategies we just wrote about.

Also, remember that practice does not make perfect, it only makes it permanent. So he writes down these test closures and starts practicing them word for word. This is how he will deliver a “perfect presentation” every time!