Close the File or Close the Sale
So, what does this mean? Obviously, we want to close the sale, meaning that we want to get started, do business or sell a product.
Often times we get stuck somewhere along the pipeline and maybe somebody is giving us one too many 'think it overs', maybe we are stuck on the budget, the decision phase and we just can't get things rolling the way we need to.
This is when we may need to pull a move called "close the file". Closing the file just simply means that maybe it doesn't make sense to do business together. Maybe there's not a fit, maybe something didn't go quite right in the process. We should be able to have the ability and the boldness to be able to say, 'you know what Bob, it might be time for us to close this file".
Now sometimes you'll find the prospect says "wait a minute, I don't want to close this file" it's almost a little counterintuitive for a sales person to go ahead and pull the plug, right?
Other times they say, "you know what, I really appreciate you saying that, it probably is time to close this file".
It's a really non-dramatic way to figure out if the opportunity is real. Don't be afraid to close the file.
