By Thomas Phelps. Sales Careers Expert
Thomas Phelps has been in sales, sales management and sales training for over twenty years. His passion for sales and his dedication to learning and to constantly improving, have earned him much success during his selling career. He is a student of sales and of success and is committed to an ever-increasing understanding of how business of all sizes are effected by the sales industry.
Phelps is the president and owner of PWS,Inc; a service-based business that focuses on delivering professional writing, sales coaching and consultative services to sales professionals and sales businesses around the world.
Phelps holds multiple certifications in the IT, coaching and sales industries.
The word "close" can mean a lot of different things depending on how the word is used. For example, if someone told you that the restaurant down the street was going to close its doors, you'd probably consider that bad news. But if a sales professional told you he was about to close a big deal, you'd either congratulate him or question him about what closing a deal means.
Making A Sale
When a sales person "closes" a deal, it
means that they made a sale. The reason making a sale is often referred to as "closing a sale," is that most sales involve a sales cycle. When a deal is closed, the sales cycle is completed and another cycle, either with another customer or with the same customer, begins.
Negative Feelings About Closing
There are many sales professionals who don't like or use the term "closing" when it comes to their sales activities. For them, closing is something you do when you are done with something or implies hard closing techniques that are so unpopular with customers.
These professionals prefer phrases like "earned a sale," "made a customer" or "solved a customer's problem."
Customers, too, often dislike the phrase "close a deal" as it makes them feel as if they have been sold something and would much prefer to have bought something over being "closed."
The Power of Words
American author Mark Twain once said that the difference between the right word and the wrong word is the same as the difference between a lightning bolt and a lightning bug. In other words, select the words and phrases you use intelligently.