Every single salesperson you’ve known, met, or will ever meet has been struck with the curse of the verbal close.
At first, you don’t see it coming. The client says yes. They’re nodding. They like the numbers. Heck, they even liked you sharing your grandma’s ravioli recipe, and people buy from people they like.
You email the lease, update the CRM, and someone congratulates you. Maybe you even ring the bell.
You’re excited, giddy. Your prospect said “yes.”
No signature. No feedback. No call. Just an awkward, endless pause.
Welcome to the wonderful world of professional selling and a not-so-unique learning opportunity: No deal is done until they sign on the dotted line. This is the curse of the verbal close. Every rep hits it and, unfortunately, more than once. The verbal close feels good, but it isn’t real, and sometimes, they fade.
How could this happen? Hindsight is twenty-twenty, and nobody wants to rub it in, but …
You didn’t determine, early on, who else was in on this decision, did you?
You didn’t find out how your prospect made the last major lease decision for the business, did you?
You didn’t bring a lease, ready to be signed, to the final meeting, did you?
Alright. Mistakes were made. Let’s move on
Now what?
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