Closing doesn't mean what it used to. Fifteen years ago, a closer was someone who could sit across from a decision-maker, ask for the order, and navigate a tough conversation to win the opportunity. That rarely happens now.
Today, your buyer is a committee meeting behind closed doors, weeks after you've seen them last. You won't be there to close them. So, who will?
Your internal champion will ... that's your closer now.Your job shifts: instead of mastering closing techniques, master the art of preparing one person inside their organization to champion your solution so fiercely that they'll risk their reputation selling for you internally. Give them the confidence, resources, and emotional connection to your solution so they advocate for you when you’re not there.
Ask for the order, but ask it the right way: suggest the next step, gain their commitment, and give them the resources to sell for you. Finally, ask them throughout the weeks leading to the decision: “Any obstacles you anticipate?”
The rest happens without you in the room, but that doesn’t mean your message isn’t present!
