Secrets of Top Closers

What distinguishes someone who has a high ratio to someone that has a low closing ratio?

Are they smarter? Are they a more 'natural' communicator than you?

Did they happen to get better leads or more qualified appointments than you?
Are they luckier than you?

The answer to these is NO. There is a distinct difference between the MINDSET of the top-performing closers and the low-performing closers.

When an appointment is unsuccessful, the lower -performing closers blame the following:

~How the prospect was qualified.

~Length of the appointment (too short / too long).

~Business was too small, too big, didn't make enough, or made too much.

~Distance needed to travel to the prospect was excessive.

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When an appointment is successful, the lower-performing closer credits the following:

~Luck (Or some other external force).

When an appointment is unsuccessful, the top performing closers blame the following:

~Themselves. They assume 100% responsibility for the outcome of that appointment.

~They then ask themselves...

1.      What did I do well?

2.      What could I do to improve myself / my performance for the next appointment?

3.      What was the defining moment of that appointment (i.e. What was the event that changed
        the appointment for the better/worse?)

When an appointment is successful, the top performing closers ask the following:

1.      What did I do well?

2.      What could I do to improve myself / my performance for the next appointment?

3.      What was the defining moment of that appointment    (i.e. What was the event that changed the  

      appointment for better/worse?)

The difference between the top performers and the lower performers is their belief system. The top performers believe that if the prospect did not buy; it was because they did not build enough value into the appointment so the prospect was compelled to engage them.

Which mindset do you employ? I invite you to ask yourself these 3 questions before and after each appointment and develop the MINDSET and RESULTS of a top performer!