The Administrative Close:
The point when all necessary paperwork is fully completed and in the hands of the proper personnel, such that the swift and efficient transfer of funds for product or service can and does take place.
Though perhaps a bit dull and mundane when compared to the emotional high derived from pulling off an important sales close, it is crucial that this step be fully concluded. Once again, it can’t be stated too often that it is the salesman that drives this process. It is his responsibility to make sure this administrative or accounting close actually takes place, even though others may actually be doing the work. The job cannot be considered complete until this is done. Once it is introduced into the “machinery” of the business and begins to operate without constant further attention, the salesman can consider this step complete . . . not before.
THE FINAL ACT . . .
In summary, “it ain’t over till it’s over.” And that means utterly done. In regard to this, the final act, the salesman has to function as an Executive.
For a working definition of “Executive,” lets take a look at the word “execute,” which means:
“To carry out fully, to put completely into effect and to do what is called for.”
It can easily be seen then that an executive is the one who gets something done!
The “salesman as executive” has to monitor the overall sale with great attention to fine detail so that each step is fully completed before moving to the next. The sales executive must have the sales process, the successful methods and procedures for his particular product or service down cold.
Any weakness in his knowledge of this process will be exposed instantly under the pressure of an actual selling activity. He or she should face and handle any deficiency he knows to exist before it becomes embarrassingly apparent to everyone when revealed in front of the client. But this is just the beginning.
Any professional sales executive also must be ready to take complete responsibility for seeing that the sale is brought to a successful conclusion after that first Sales Close … and that takes at least three separate closes:
1. The Sales Close
2. The Legal Close
3. The Administrative Close
His own personal prosperity and the ultimate success of the business depend upon what he does regarding these actions above.
Fail to do them, and we all have to work harder for less.
Do them, and we’ll all win.
daniel w. jacobs
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