The 3 Call Close

One man's journey to sales excellence

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Why do technology projects stall or simply evaporate from the sales funnel?

If you are a technology seller, what is the average length the of engagement in your sales cycle?

Once you have a qualified opportunity, how long does it take you to get a signature, and how many times are you meeting with you customer to productively get that deal off the street?

I have been a sales professional in the technology industry my entire career.  I sold MILLIONS of dollars a year in complex technology solutions and my average sales cycle in a qualified opportunity was 28 days following a simple process that I developed called “The 3 Call Close.”

Want to know how I did this?

Well you can through my book, but it would not be fair to just ask you to buy it, you probably don’t even know me.

So instead of asking you for a commitment to by my book, I would like to give you a free chapter of the book.

But before I just give you a piece of my book, I would like to tease you a little bit.

I would like to ask you to stop and think for a moment…  You are about to go out on a sales call and meet with a customer that you know has a qualified project or opportunity that you and your company can deliver.  In short, you have a qualified opportunity to pursue.

My question for you is this…

What is your FIRST meeting REALLY about?  What is the REAL objective of this meeting?  Think about that and write it down so we can go back to it in our journey.

NOTE: It is the simplest things that yield the most results!  Frank Ball

In my years of sales and sales management experience, I have seen a lot of sales people lose focus on the real objectives and mechanics of the sales process.  Simply stated, as a sales person, you are there to sell something that will provide value to your customers.  Solve a problem, fix an issues, help them grow their business, provide an ROI, or a TCO, but at the end of the day, you are there to sell something.  Don’t believe me?  Try going two quarters without selling and let me know how that works out for you.  I won’t argue the fact that you are there to provide value through a product or service or both that you sell.  But, in all honesty, if you don’t sell something, then you’re not doing you job.  The value  you derive for your company is in direct correlation to the sales you achieve with your customers.  So one could argue that the amount of, and pace that you provide value to your customers and your company, the more value you provide for your quality of life.  I call this “jingle in your jeans” principal.

This book is here to assist with some of the pieces of your sales process.  It isn’t the “end all, be all” book of sales.  It is one guys approach to selling using a “process” that worked for him and that he refined and polished throughout his successful sales career.  It is also driven by his desire to share this with the world.  If you are able to pull a nugget or two out of this book, and it helps you better service your customer’s and the companies you work for along the way, well then I have done my job.

In the 1980’s movie, Bull Durham, Calvin Laloosh (Tim Robbins character) says “A good friend of mine used to say, ‘This is a very simple game. You throw the ball, you catch the ball, you hit the ball. Sometimes you win, sometimes you lose, sometimes it rains.’ Think about that for a while.”  These are the simple mechanics of the game.  Now we all know that there is a lot more that goes into the game of baseball, just like there is more that goes into the sales processes than simply selling something.  Take any qualified opportunity and apply the principals of the “Three Call Close,” and you will see the mechanics of any deal simplified.

Want to get back to mechanics of selling for you and your teams?

Send me an e-mail – – and I will send you the forward to my book so you can experience the secrets of my success.

Happy (fast pace, face close, faster jingle in your jeans) Selling!!!

Frank Ball