The clock is ticking... Green Bay legend Vince Lombardi once said, “The Green Bay Packers never lost a game. They just ran out of time.” In all likelihood, Packers assumed that their three-point lead was safe with just over a minute left on clock and Philadelphia deep in their own territory. The win (close) was assumed. As Packer Al Harris said later, “Fourth-and-26 yards, that's like fourth-and-forever.” That assumption cost Green Bay game. It may cost you a sale.

An effective close is carefully crafted to answer these questions: What am I going to do? What are you going to do? What is expected outcome? When you close by gaining a commitment, you make touchdown. Because at end of day, someone has closed customer. Shouldn’t it be you?

Getting win

By most measures 2003 was a successful season for Brett Favre. He passed Dan Marino and climbed into second place on NFL's all-time list for postseason touchdown passes. He surpassed Marino in all-time postseason passing yards, moving into third place in record books. Favre extended his NFL record for consecutive postseason games with a touchdown pass to 15, and pushed his NFL record for most consecutive starts at quarterback to 208.

Clearly, three-time MVP is a player with talent, tools and preparation to win. But his team’s failure to close is what made difference. Favre will be remembered as a champion, but he will never have another chance to win that game.

When evaluating whether you’ve done enough to meet your objective, ask yourself, “Did I close?” That could be difference between winning and losing.

Copyright ©2005 by Sally Bacchetta. All rights reserved.

Sally Bacchetta - Freelance Writer/Sales Trainer

STEP 5 - Seek feedback Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.

Keep in mind that direct questions will garner most useful feedback: What do you think is most significant contribution I make to sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?

Your customers are another vital source of professional feedback. By skillfully asking questions you can increase your self-awareness while improving your customer service: What is best way for me to present information to you? How has my product enhanced your business? What is most important thing I can do when I call on you?

STEP 6 - Are you having fun yet?

This step truly is as straightforward as it seems. It’s a reminder that if you don’t enjoy what you’re doing, maybe you should change what you’re doing!

STEP 7 - Respond

Sales professionals know that no one stays same. As you continue to grow and evolve in your career you may want to revisit this exercise from time to time. A fundamental change in your motivation or performance may indicate your desire for increased responsibility or a different focus in your career. The insight you have gained here can be cornerstone for your next professional adventure!

STEP 8 - Keep moving

Still stuck? Sometimes key to moving forward is simply to keep moving.

Copyright ©2005 by Sally Bacchetta. All rights reserved.

Sally Bacchetta - Freelance Writer/Sales Trainer

Sally Bacchetta is an award-winning sales trainer and freelance writer.