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Closing the sale

Increase your sales success and overcome the toughest objections. Whether you’re a sales manager, closer or salesperson aspiring to become a leader, the key success factors taught in these blogs will give you the skills to achieve your goals.

Closing the sale

The Fortune is in the Follow Up

Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two or three of the other executives. Each time they seemed interested, each time I provided them with more information, and each time they asked me for more white papers, testimonials, and then a proposal. Finally, I provided them with FREE access to our software for 45 days with the promise that I was their favorite…
October 21, 2020
Closing the saleSales Presentations

How To Lose A Year’s Worth Of Business (And Why You Should Try It)

Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality of a rapidly changing market had shaken the business I’d nurtured for over 30 years to its core.
June 29, 2020
Closing the sale

4 Ways to Replace Hard Work With “Heart” Work

We’ve all heard it, "It’s not in our budget;" "The timing isn’t right;" "We’re looking at many different options;" "I’ll run it by the board;" "It’s not a priority right now;" "My brother’s in the business…" Sometimes customer excuses and objections seem endless. I know this first-hand. So how do outstanding salespeople diffuse objections and close deals more effectively?
January 30, 2020
Closing the saleSales Training Articles

Are You the Smartest Person in Room?

For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years, I can assure you, top performers resolve this tension in entirely different ways from those they outperform.
September 25, 2018
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