Category: Confirming/Closing

Are You Sabotaging Your Own Sale?

There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the deal to fall through.

Prospect Gone Cold? Here’s What to Do

Promising prospects can suddenly go silent despite your best efforts. So, what can you do to effectively rekindle communication?

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.

Do You Commit These Common Closing Mistakes?

One of the most challenging parts of selling is the close. There are so many tiny mistakes that can lessen your chances of making the sale.

Where and When to Establish Buyer Confidence

The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.

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.

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