Example from the Development Guide
Drive for Closure Competency
The ability to respond strategically to client/customer needs to optimize beneficial relationships for business growth.
Sample Behavioral Indicator from the Survey
Work for closure at each stage of the sales cycle, gaining agreement to move forward toward the next event or decision point.
Recommendations from the Development Guide
Actively Track and Facilitate Your Customers’ Progress
Find out all you can about your customers’ decision-making processes by asking questions about who is involved, what their schedules are, etc. Chart the likely progress of critical events at your customers’ on your calendar, and stay in touch as they occur. Find ways to contact customers to keep yourself on their horizon. You know what the procedure is: Ask for the sale, close the sale. Write down what would constitute successful closure for each decision point so you can chart the progress of the sale. Keep moving accounts forward in the process. Never leave a meeting without the next steps identified. Stay in touch.