Setting (As A Closer) Can Sometimes Be The Play!

𝗔𝘀 𝗮 𝗰𝗹𝗼𝘀𝗲𝗿, 𝘀𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗲 𝗽𝗹𝗮𝘆 𝗶𝘀 𝘁𝗼 𝘁𝗮𝗸𝗲 𝗮 𝘀𝗲𝘁𝘁𝗲𝗿 𝗿𝗼𝗹𝗲 𝗮𝘀 𝘆𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽.

A few months back I had an experienced (2 or so years) student who'd been closing for most of that time take a setter role.

She took it as the role was attached to a company that she felt was A-grade / a long term play for her.

They were only open to starting her as a setter and then - on performance - ascending her to closing.

So she did that, dominated as a setter and soon ascended to closing (where she's doing great!)

And the role is A-grade and a long termer for her so her instincts were right...

Yesterday I spoke with a fellow sales pro and I encouraged him to be open to this approach too.

The role he closes on is fizzling out at the moment and I was able to introduce him to an A-grade industry person who has some setter roles available.

I told him of the student mentioned above an also said "better to align with an A-grade role / person - even at the bottom as a setter - and then quickly ascend over staying closing on a C grade role with little prospects"...

As a closer you should be well versed in setting.

Why?

Well, it builds out your experience and competency.

It allows you to take full stack roles with confidence.

And, it can both be lucrative (there are many setters who can do 8-10K per month) and an entry point into A-grade offers (that wouldn't consider you as a closer).

I worked on a Bizop offer for 2.5 years from 2021 to 2023 and I did both the setting and the closing and it was great!

It gave me a sense of control - keeping it all in-house - and that enabled me to both make more sales and waste way less time (I DQ'd all the unsuitables at the set call level and primed all the suitables for the close call).

It's not a "loss" of ego to set once you've been closing.

It's actually a "gain" when you flesh out your skillset and set yourself up to get into better positions on better offers.

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