Sales

If you close every case you open, you are not trying hard enough

By Benjamin Ang | 28 Dec 2017

I was speaking with a lifetime MDRT member recently (who declined to be named), and naturally I asked her some questions to get an insight into her mentality for our special breed of Asia Advisers Network followers who are still striving hard for their breakthrough while many others have stopped work to enjoy the festive season. One of her answers is worth highlighting - "If you close every case you open, you are not trying hard enough."

It must be frustrating and disheartening to face objections, especially in these final few days before the year ends. This MDRT producer said it is important to look at it objectively and continue to pack your day full of appointments.

While you should plan for appointments that you feel will likely result in a close, she advised that it is inevitable to face some appointments that you will end up walking away empty handed. And it’s ok. Because if you close every case you open, you are not trying hard enough, she said.

And she has a timely reminder, even as you strive and stress over achieving your breakthrough and goal. “You must remember, you are not here for this year only. The year will pass, and you don’t want to lose your professionalism by ‘begging’ or pressurising your clients. How will you face your clients next year and try to position yourself as a professional again?” she said.

There’s no wasted appointments to her. Whatever she doesn’t close for this year, she said she is already building her pipeline for next year.

She said that newer advisers should avoid the mistake of only wanting “win” by going for appointments that are “sure to close”. Nobody likes to “fail” or walk away empty handed but you must understand that sales has a built in element of failure. It isn't like school where you can get straight A's. And she repeated, “If you close every case you open, you are not trying hard enough.”

Because if everyone you call or meet, ends up being your client, you are likely not calling enough people or you are not trying to move out of your comfort zone by closing bigger cases or moving out of your current market to a higher one.

So take heed, and do not be disheartened. Although it can be heart-breaking to be facing objections at this time of the year, as long as your appointments fill the day, it shows that you are working hard enough, and on the bright side, you are also filling your pipeline for next year.