The handover close
Written by Jamie May
This is similar to good cop bad cop; but more similar to having a dedicated closer on your team. Sometimes the sales manager or sales senior may handle the handover.
It probably goes in the hard bargaining basket for negotiation. In brief someone else does the final close. You bring in someone else to pick a fight to protect your personal image.
We can test for negotiation aptitude, with behavioral psychology personality profiling. It is being low in trait agreeableness. People who are generally disagreeable tend to come up with the most favorable outcome for your company HOWEVER, this isn’t necessarily the best long-term strategy.
There’s really a range of personalities and at either end are
1.Agreeable people that your customers love but can’t close deals
2.Disagreeable people that your customers don’t really like but can close deals
So, the way this technique works is you have your agreeable salesperson bring the client to the point of negotiation and then handover to your closer. The closer handles the negotiation and then brings back in the original salesperson.
