Tag: confirming

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.

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?

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.

When to Discuss Price in Your Sales Calls

In your sales calls, where does talk of price generally pop up? If you discuss it intermittently, you should consider adjusting your strategy.

Confirming the Sale

Professional salespeople, who sincerely match customer needs with the product or service, can be much more relaxed once they reach the commitment stage. If you’ve been conscientious all along the way in working with your prospect, the two of you will naturally progress into the commitment phase.