Low Closing Rates? Here’s What You Can Do About It

Low Closing Rates? Here’s What You Can Do About It

It’s another of the most common complaints we hear from business owners and sales leaders: Our salespeople can’t close. And they’re right. Most salespeople, unfortunately, are not great at closing.

The closing facts

This isn’t just an opinion, it’s backed-up by some impressive data. Using the Objective Management Group’s vast database of over 1,000,000 salespeople, I pulled information on 359,000 to determine how many had the traits of a proficient closer (see sidebar). On average, these salespeople only have 31% of the necessary characteristics. 31%! Having so few of these traits, it’s no wonder we hear complaints about salespeople closing.

Closing isn’t intimidation

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