You Cannot Close the Sale Unless You Do This

Many have a particular connotation of the moment of closing a sale. But if you don’t set the right foundation for the relationship, there is no deal to be had.

Microsoft#sales leader Carlos Sousa joins Carson V. Heady for a special discussion.

Closing a sale is not an event. It is the natural culmination of two organizations that want to work together based on shared ideals.

Whether you are in a one-call close, transactional environment or an enterprise environment with long sales cycles, no deal transpires unless the buyer sees the compelling necessity to change versus standing pat or an alternative route.

Certainly, the foundation can be set quickly if it is a direct discussion with the BDM of a small business, but either way you have to minimize the perception of risk by choosing your path.

Focus proactively on researching and adding value, seek to fully understand the customer’s priorities and pain points and do everything you can to deliver a win to customer, your company and everyone who gets paid on the deal.

If you are transparent with process and parameters and resources, map out milestones, hold each other accountable but ensure everyone is on the journey together, your probability of a close increases exponentially.


About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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