Category: Confirming/Closing

When you answer a prospect’s question, avoid two words – Yes and No

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.

Are You Making One of These 5 Closing Mistakes?

The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.

Performance-Based Goals vs. Getting-Better Goals

It‘s time for more straight talk today on goal setting. So let me ask you this: What IS your quota this year? How about your revenue goal? I‘ll bet it hasn‘t gone down.

The Key to Closing Business With Social Media

The key to closing more business using social media is knowing HOW to close the business. What happens when your social media starts to work?

Revive Stalled Deals With These Tactics

There’s still hope when a potential deal stalls; its revival just requires some savvy on the part of the sales rep.

Closing the sale – the definitive answers you won’t like.

“A – B – C. Always Be Closing.” You may know that line from the infamous sales movie Glengarry Glen Ross where Alex Baldwin plays himself. It’s a throwback sales training line from the 1960’s that manifested itself all the way to the ’80s. The problem with that line is that some people are still using it.

Discount and Other Words to Banish from Your Close

Want to lower your chances of making a sale by 17 percent? Sprinkle the word discount in your sales conversation.

How To Prevent Last-Minute Deal Disaster

In an article for Harvard Business Review, Steve W. Martin writes about common reasons salespeople don’t close deals, some of which may not be obvious to the seller.

People don’t like to be sold but they love to buy

Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

How Empathy Can Boost Your Position with Prospects

Empathy shines brightest when things go wrong. Your client is feeling frustrated, mad, and a whole slew of other negative emotions, but most of all, she’s worried that you won’t care enough to fix the problem quickly.

How to Handle a Prospect who Goes Dark

A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.

Fresh Phrases to Close the Sale

The first thing to consider when closing is whether or not your phrase or question is assumptive. As Emma Brudner points out, it shouldn’t be

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