The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross , Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” . MORE
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Blog Closing a Sale Professional Selling Skills closes closing sales closes MORE
Likewise, every day most companies try to determine why their salespeople don't close more business, why so many opportunities die on the vine, and what they need to do differently to change change their results. Most leaders think it's an issue of closing skills. MORE
So you reached the end of the sales conversation and now, drum roll, comes the ultimate sales closing question. With today’s buyer’s being far more education,, possibly the tried and true closing question requires a little adjustment? MORE
Dave Kurlan Consultative Selling sales excellence listening and questioning closing more sales OMG AssessmentWhichever way you turn, wherever you look, and whatever you listen to there is data. MORE
Close More Sales Using More Assumptive Questions. Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions. MORE
James Muir’s, The Perfect Close , is just one of those books you are forced to sink your teeth into. James is a close friend, some time ago he gave me a galley copy of the book. I don’t write a lot of book reviews for sales or marketing books. MORE
I’m going to give you the right rebuttal to this and give you a real life example of how I used this – and what I learned – just this week while I was closing a prospect on one of my training programs. When I say this is the type of close to always have handy, I mean it. MORE
For the inaugural post we’ve selected the age-old topic – Closing. In B2B selling, Closing is about obtaining a commitment from the customer that moves the sales cycle. You don’t just “close for the order,” you close on every call. Sales Tips. MORE
Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategiesOne of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […]. MORE
Closing is one of the hottest sales topics. about “How to Close Better and More” with myself and fellow sales experts, Lisa Magnuson and John Flannery. What is Closing, Exactly? Closing is much more about provoking, testing and confirming along the sales continuum. MORE
Sales call to action close presentation presenter prospect questions speakerA while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. MORE
Salespeople are discouraged from asking closed ended questions as this type of questioning fails to provide additional fact finding information. ” Immediately I heard from several attendees “that is a close ended question.” MORE
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques. If you have done everything right before getting to the close, it really should be straightforward. MORE
Salespeople are always asking me for the closing techniques that work the best. Pick a Date Close […]. Blog Closing a Sale Professional Selling Skills closing a sale closing techniques sales closing MORE
Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric Selling®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. MORE
You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is never the problem. Closing is the easy part of account based sales development. That’s how the phrase “ABC”—always be closing—became a sales mantra. MORE
In my last post, I warned against using six weak approaches to closing a presentation. Sales annual close closing meeting presentation professional speaker trade show trainer MORE
Do you know how your close rate compares to the competition? It’s time to improve your close rate so you can dominate your industry. The post 5 Steps to Improve Your Close Rate appeared first on Sales Speaker Marc Wayshak. Blog Close more sales MORE
While many know some of their metrics and conversion rates, few take time to explore and understand their prospects’ closing average or ratio. All is good till the last scene, curtains close without a deal. By Tibor Shanto – tibor.shanto@sellbetter.ca . MORE
Why might an opportunity not close when it was forecast to? Technically, there are seven possibilities: Closes as forecast and you win. Closes when forecast and you lose. A short delay that you will close. A short delay that someone else will close. MORE
By prioritizing your sales and marketing teams’ time, effort and budget with FIRE data, you can ensure your go-to-market (GTM) team is putting most of their energy into engaging with accounts you have the best change of closing. MORE
Closed deals. ClosingI don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. MORE
Here are 10 ways to close faster for more sales in 2016: 1. Blog Closing a Sale Professional Selling Skills closes closing closing techniques sales closing sales motivation sales process sales skills MORE
The single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. Specifically, it’s your subconscious beliefs and fears about closing. Negative beliefs about sales in general, and closing [.]. MORE
The Perfect Close. -A The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James then takes the reader through the tactics that must be executed to build to The Perfect Close. MORE
Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. Sales close closing fear manager overcoming objections physics presentation prospect psychology MORE
Now consider what that really means: It means that out of ten closes you attempt, eight are not going to buy! Now think about all the time and energy you spend trying to close a lead that is never going to buy anyway. Let me ask you a question: Do all of your leads end up buying? MORE
Want to learn some easy closing sales tips that can actually increase your sales? The post 17 Easy Closing Sales Tips appeared first on Sales Speaker Marc Wayshak. Blog closing salesCheck out this video to learn the 17 strategies that will turbocharge your selling approach. MORE
Here are two things you can do starting today to increase your closing ratio and make more money: 1. Keep a record of the reasons your prospects don’t close and then concentrate on qualifying for these issues up front with all future prospects. Ask for bigger orders on every close. MORE
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap. MORE
Not one to rest on laurels, Anthony is about to release his next epic, The Lost Art Of Closing. Based on the feedback from the initial book, this is sure to stir discussion and a buzz, and more importantly, help you close more deals. MORE
Which brings us to in The Perfect Close: The Secret to Closing Sales , by James Muir. Don’t let the title fool you, this is not a book full of closing tricks like the Ben Franklin Close or The Columbo Close. That is you opportunity with James and The Perfect Close. MORE
One of the most common things I hear from sellers is “Get me in front of the right guy, and I can close them”. Closing opportunities that were initiated by the buyer themselves is cute, but is it enough? The post Closing Is Easy appeared first on Renbor Sales Solutions Inc. MORE
Blog Closing a Sale Professional Selling Skills close closing sales closing the sale negotiate price pricing sales close sales negotiation Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. MORE
Dave Kurlan Consultative Selling close more sales negotiating objective management group selling value Richardson OMG AssessmentImage Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. MORE
You’ll be surprised by what your prospects will reveal and how much easier it is to close sales. I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. MORE
Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. 2) Don’t think of the close as a close; think of it as a gaining-commitment step in the process. Rather than thinking of closing a sale, think of it as furthering the relationship. 6) Recognise that closing is part of the sales process , rather than an individual step. Sales Tips sale closing tips tips for closing the sale MORE
closing sales clarifying sales agreements letters to prospects prospect communication AWATLA guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group. MORE
Blog Closing a Sale Professional Selling Skills closing closing techniques sales closes sales techniquesThe average salesperson has two or three ways with which they feel comfortable to ask for the order. MORE
Closing is awfully important. Nothing happens until the business gets closed. But most people don't know the real truth about closing. Countless books, tapes, videos and podcasts have been devoted to closing techniques. MORE
So I leaned in, looked at both of them and asked the greatest closing question ever. So I leaned in, looked at both of them and asked the greatest closing question ever. Issue Date: 2016-10-31. Author: Peter R. MORE
Closing Related Topics The Sales Heretic
MAY 22, 2018
Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. Sales close closing fear manager overcoming objections physics presentation prospect psychology
Inside Sales Training
JULY 7, 2018
Close More Sales Using More Assumptive Questions. Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions.
The Pipeline
NOVEMBER 3, 2016
Which brings us to in The Perfect Close: The Secret to Closing Sales , by James Muir. Don’t let the title fool you, this is not a book full of closing tricks like the Ben Franklin Close or The Columbo Close. That is you opportunity with James and The Perfect Close.
Understanding the Sales Force
MAY 14, 2018
Why might an opportunity not close when it was forecast to? Technically, there are seven possibilities: Closes as forecast and you win. Closes when forecast and you lose. A short delay that you will close. A short delay that someone else will close.
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Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world
The Sales Heretic
APRIL 25, 2017
The single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. Specifically, it’s your subconscious beliefs and fears about closing. Negative beliefs about sales in general, and closing [.].
The Pipeline
JANUARY 26, 2017
One of the most common things I hear from sellers is “Get me in front of the right guy, and I can close them”. Closing opportunities that were initiated by the buyer themselves is cute, but is it enough? The post Closing Is Easy appeared first on Renbor Sales Solutions Inc.
The Pipeline
JULY 11, 2017
Not one to rest on laurels, Anthony is about to release his next epic, The Lost Art Of Closing. Based on the feedback from the initial book, this is sure to stir discussion and a buzz, and more importantly, help you close more deals.
Increase Sales
OCTOBER 26, 2016
Salespeople are discouraged from asking closed ended questions as this type of questioning fails to provide additional fact finding information. ” Immediately I heard from several attendees “that is a close ended question.”
Anthony Cole Training
OCTOBER 26, 2016
closing sales clarifying sales agreements letters to prospects prospect communication AWATLA guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.
Marc Wayshak
JUNE 26, 2018
Do you know how your close rate compares to the competition? It’s time to improve your close rate so you can dominate your industry. The post 5 Steps to Improve Your Close Rate appeared first on Sales Speaker Marc Wayshak. Blog Close more sales
Understanding the Sales Force
JANUARY 30, 2017
Closing is awfully important. Nothing happens until the business gets closed. But most people don't know the real truth about closing. Countless books, tapes, videos and podcasts have been devoted to closing techniques.
Sales and Marketing
OCTOBER 31, 2016
So I leaned in, looked at both of them and asked the greatest closing question ever. So I leaned in, looked at both of them and asked the greatest closing question ever. Issue Date: 2016-10-31. Author: Peter R.
Marc Wayshak
JUNE 6, 2018
Want to learn some easy closing sales tips that can actually increase your sales? The post 17 Easy Closing Sales Tips appeared first on Sales Speaker Marc Wayshak. Blog closing salesCheck out this video to learn the 17 strategies that will turbocharge your selling approach.
Inside Sales Training
NOVEMBER 6, 2015
I’m going to give you the right rebuttal to this and give you a real life example of how I used this – and what I learned – just this week while I was closing a prospect on one of my training programs. When I say this is the type of close to always have handy, I mean it.
Inside Sales Training
SEPTEMBER 2, 2017
Now consider what that really means: It means that out of ten closes you attempt, eight are not going to buy! Now think about all the time and energy you spend trying to close a lead that is never going to buy anyway. Let me ask you a question: Do all of your leads end up buying?
Understanding the Sales Force
APRIL 25, 2017
Dave Kurlan Consultative Selling close more sales negotiating objective management group selling value Richardson OMG AssessmentImage Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish.
The Sales Hunter
JULY 18, 2017
Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategiesOne of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […].
The Pipeline
JULY 10, 2017
While many know some of their metrics and conversion rates, few take time to explore and understand their prospects’ closing average or ratio. All is good till the last scene, curtains close without a deal. By Tibor Shanto – tibor.shanto@sellbetter.ca .
Understanding the Sales Force
MAY 7, 2018
Dave Kurlan Consultative Selling sales excellence listening and questioning closing more sales OMG AssessmentWhichever way you turn, wherever you look, and whatever you listen to there is data.
The Sales Hunter
DECEMBER 16, 2014
Salespeople are always asking me for the closing techniques that work the best. Pick a Date Close […]. Blog Closing a Sale Professional Selling Skills closing a sale closing techniques sales closing
Sales Latitude
MAY 3, 2018
Closing is one of the hottest sales topics. about “How to Close Better and More” with myself and fellow sales experts, Lisa Magnuson and John Flannery. What is Closing, Exactly? Closing is much more about provoking, testing and confirming along the sales continuum.
The Sales Hunter
FEBRUARY 23, 2016
Blog Closing a Sale Professional Selling Skills closing closing techniques sales closes sales techniquesThe average salesperson has two or three ways with which they feel comfortable to ask for the order.
Inside Sales Training
NOVEMBER 23, 2016
You’ll be surprised by what your prospects will reveal and how much easier it is to close sales. I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.
Smart Selling Tools
JULY 10, 2018
By prioritizing your sales and marketing teams’ time, effort and budget with FIRE data, you can ensure your go-to-market (GTM) team is putting most of their energy into engaging with accounts you have the best change of closing.
The Sales Hunter
OCTOBER 1, 2014
Blog Closing a Sale Professional Selling Skills close closing sales closing the sale negotiate price pricing sales close sales negotiation Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold.
Inside Sales Training
OCTOBER 23, 2017
Here are two things you can do starting today to increase your closing ratio and make more money: 1. Keep a record of the reasons your prospects don’t close and then concentrate on qualifying for these issues up front with all future prospects. Ask for bigger orders on every close.
Sales and Marketing
JUNE 28, 2017
The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross , Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” .
Sales 2.0
JANUARY 8, 2012
Closed deals. ClosingI don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there.
Anthony Cole Training
MAY 1, 2018
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.
The Sales Hunter
OCTOBER 20, 2015
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Blog Closing a Sale Professional Selling Skills closes closing sales closes
Increase Sales
AUGUST 16, 2016
So you reached the end of the sales conversation and now, drum roll, comes the ultimate sales closing question. With today’s buyer’s being far more education,, possibly the tried and true closing question requires a little adjustment?
MTD Sales Training
NOVEMBER 30, 2017
Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. 2) Don’t think of the close as a close; think of it as a gaining-commitment step in the process. Rather than thinking of closing a sale, think of it as furthering the relationship. 6) Recognise that closing is part of the sales process , rather than an individual step. Sales Tips sale closing tips tips for closing the sale
The Sales Hunter
DECEMBER 15, 2015
Here are 10 ways to close faster for more sales in 2016: 1. Blog Closing a Sale Professional Selling Skills closes closing closing techniques sales closing sales motivation sales process sales skills
Sales Training Connection
APRIL 6, 2012
For the inaugural post we’ve selected the age-old topic – Closing. In B2B selling, Closing is about obtaining a commitment from the customer that moves the sales cycle. You don’t just “close for the order,” you close on every call. Sales Tips.
Sales and Marketing
SEPTEMBER 11, 2016
Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric Selling®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision.
Your Sales Management Guru
SEPTEMBER 26, 2016
The Perfect Close. -A The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James then takes the reader through the tactics that must be executed to build to The Perfect Close.
MTD Sales Training
MAY 23, 2018
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques. If you have done everything right before getting to the close, it really should be straightforward.
No More Cold Calling
AUGUST 3, 2017
You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is never the problem. Closing is the easy part of account based sales development. That’s how the phrase “ABC”—always be closing—became a sales mantra.
Partners in Excellence
SEPTEMBER 15, 2016
James Muir’s, The Perfect Close , is just one of those books you are forced to sink your teeth into. James is a close friend, some time ago he gave me a galley copy of the book. I don’t write a lot of book reviews for sales or marketing books.
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