Closing Skills: Is closing in sales still a thing or is it outdated?

I have heard many sales experts, gurus and influencers promoting the idea that “old school” concepts like closing the sale are outdated and no longer relevant. While “old school” techniques have become outdated, closing skills are still vital for sales success.

Closing is still a required skill but today b2b buyers and consumers are much more sophisticated and sensitive to “salesy” approaches.

On a cold call your first call should no longer be focused on closing the deal. Instead, it should be really about establishing rapport, showing our value and getting a commitment on the first in a series of small steps you’re going to take together. These small commitments I like call micro-closes and are also referred to as micro-agreements.

For sales development reps (SDR’s) their goal is often to book an appointment for an account executive with the prospect. Even the appointment is too much of an ask or close. Great SDR’s and salespeople will first ask for a small commitment, such as agreeing to answer a couple questions. Theses openers give them an opportunity to build rapport and ask for the next step in the context of the client’s needs and present state.

By breaking down our sales process into a series of micro-agreements we can set a pace that works for the prospect and naturally facilitates a buying decision.

Here’s a quick TikTok Clip of me talking about the new ABC’s (always be closing) in sales:

@shanegibsonlive The old “Always Be Closing” in sales has been replaced with a different type of ABC #sales #closing #salestips #b2bsales ♬ original sound – Shane Gibson