Expert insights. Personalized for you.
Ever feel stalled during a close? You could do two: one for prospecting and one for the close. The post 5 Closing Questions You Need appeared first on Mr. Inside Sales. Cold Calling Scripts Phone Sales Prospecting & Qualifying Sales Tips Closing Techniques 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. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […]. Blog Closing a Sale Professional Selling Skills closes closing sales closes MORE
The post One Great Close You Should Be Using appeared first on Mr. Inside Sales. How do you handle the following two big objections? Your price is too high.”. “I I can get a better deal/rate/price using XYZ”. MORE
How many tie-downs and trial closes do you or your team use during their presentations? What’s a trial close?” There are obviously many problems with this kind of approach, but the one I want to focus on today is ‘talking past the close.’ This is just one small example of introducing an objecting by pitching past the close. Why do they talk past the close? The last thing you want to do is keep talking past the close. MORE
Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Ask your prospect: “Think of a scale of 1 – 10, where 1 is ‘I would NEVER buy from you’ and 10 is ‘I wish you sold more so I could KEEP buying from you!'” Finally, ask the closing question: “It sounds like we have a lot of reasons to move forward: A, B, C. But the ‘ABC’ (Always Be Closing) mentality is wrong. MORE
Remember: You can’t close an unqualified lead. The post One Question to Close More Demos appeared first on Mr. Inside Sales. How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? MORE
We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. closing more sales Sales Presentation increase salesAnd we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer. MORE
When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. A close requests action. MORE
This broken link is to blame for sales teams’ biggest closing mistakes. “My My salespeople can’t close.” But not closing sales is never the real problem. Reasons Why Salespeople Fail to Close Sales. No wonder these folks are not closing sales. MORE
Closing skills increase sales AWATL closing sales techniquesIn business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient? MORE
The post Close the Gap: Open Opp to Closed-Won appeared first on Sales Hacker. With nearly two years of selling digital-first, our panel of sales pros will discuss what new buying behaviors, what conversations continue to reoccur and where they think B2B selling is headed. MORE
” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Blog Closing a Sale Professional Selling Skills close closing sales closing Yeah, right. And you’re probably thinking, “Mark Hunter has the solution?!” 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
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. The last thing you say is the first thing your audience will remember. That is, if they remember anything at all.) The way [.]. 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 Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. 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 trainerWhether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper. How [.]. MORE
It’s what keeps your sales team organized and focused on managing opportunities to close deals. The outcome is always the same, too: low close-won rates and slow growth. Closing the Deal. The secret to closing a deal resides in listening and understanding the prospect’s concerns. MORE
Your closing presentation didn’t quite work. Your first choice statement (Close A) has been met with reluctance from the prospect because of high risks involved. Your Close B has given them food for thought and enabled them to weigh up the consequences of the delay for their business. So, by having a CLOSE A and a CLOSE B, you offer alternatives that will still get the sale and enables the buyer to consider which one would be best for their business in the long run. MORE
Have you ever asked yourself why you can’t close? Here’s my quick checklist of questions you need to ask yourself when you can’t close a sale: 1. Blog Breakthrough Sales University Closing a Sale Professional Selling Skills Prospecting Sales Motivation closes closing closing a sale prospect prospecting sales closing sales motivationI imagine you have. MORE
Never Be Closing” by Tim Dunne and Tim Hurson is an inventive. [[ This is a content summary only. Book Review always be closing how to close the sale opening is the new closing I’m an avid reader of good quality books on many subjects, and one that my team put my way last week has intrigued and interested me. Visit my website for full links, other content, and more! ]]. MORE
There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change. closing sales techniques sales opportunity closing more sales Closing business Closing skills when to walk awayGreat salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. MORE
If you want to close the gap you need to act now! If you want to close the gap, you and your team need a sense of urgency, a plan, and you need to execute the hell out of that plan. 3 Steps to Close the Gap. Close the Gap: This year will go down as a crazy one. 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 [.]. Sales beliefs closing fears honesty integrity needs analysis overcoming objections presentation prospecting salespeople stereotypeIt’s you. MORE
For example: Dave Kurlan Sales Coaching sales core competencies Closing Sales improve sales performanceWe've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. 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 psychologyOne is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain. First, the psychology part. When we’re selling (and especially [.]. MORE
The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set next steps: schedule another demo call, schedule another Q & A session, etc. What was blatantly missing was any kind of a close attempt! There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision…. MORE
Author: Paul Nolan As with everything else in 2020, many B2B companies’ relationships with channel partners, which are critical to their success, have been disrupted. MORE
Being able to close a sale faster is worth everything. Below are 5 secrets you can use to close sales faster: Limit availability of your time and what you sell. Blog Closing a Sale closes closing closing a sale closing techniques sales closesNot only does it get you more sales, but it also frees up your time to go get the next sale. Creating a sense […]. 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. Giving them an option allows them to feel they’re in control. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […]. 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. The Perfect Close represents the tested and proven best practices for winning in today’s competitive sales world. By Tibor Shanto – tibor.shanto@sellbetter.ca . MORE
The nickname was his team’s way of both cheering him on and also playfully acknowledging the elephant in the room: He wasn’t closing any deals (or, in other words, he — despite his last name — “was not yet a lion”). Challenges to Closing Big Business Deals. 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
Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 Try these five closes sometime soon and see if there are improvements in your confidence and closing rates. MORE
Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management. MORE
Closing Related Topics Mr. Inside Sales
JULY 30, 2021
Ever feel stalled during a close? You could do two: one for prospecting and one for the close. The post 5 Closing Questions You Need appeared first on Mr. Inside Sales. Cold Calling Scripts Phone Sales Prospecting & Qualifying Sales Tips Closing Techniques
No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My My salespeople can’t close.” But not closing sales is never the real problem. Reasons Why Salespeople Fail to Close Sales. No wonder these folks are not closing sales.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Cole Training
MAY 21, 2021
We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. closing more sales Sales Presentation increase salesAnd we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.
MTD Sales Training
FEBRUARY 11, 2020
Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 Try these five closes sometime soon and see if there are improvements in your confidence and closing rates.
Advertiser: ZoomInfo
When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.
Mr. Inside Sales
MAY 14, 2021
The post One Great Close You Should Be Using appeared first on Mr. Inside Sales. How do you handle the following two big objections? Your price is too high.”. “I I can get a better deal/rate/price using XYZ”.
MTD Sales Training
OCTOBER 31, 2018
Your closing presentation didn’t quite work. Your first choice statement (Close A) has been met with reluctance from the prospect because of high risks involved. Your Close B has given them food for thought and enabled them to weigh up the consequences of the delay for their business. So, by having a CLOSE A and a CLOSE B, you offer alternatives that will still get the sale and enables the buyer to consider which one would be best for their business in the long run.
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 psychologyOne is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain. First, the psychology part. When we’re selling (and especially [.].
Sales and Marketing Management
APRIL 30, 2021
Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.
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 Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell.
Advertiser: ZoomInfo
Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.
|
Anthony Cole Training
MARCH 7, 2019
There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change. closing sales techniques sales opportunity closing more sales Closing business Closing skills when to walk awayGreat salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution.
Understanding the Sales Force
AUGUST 5, 2021
For example: Dave Kurlan Sales Coaching sales core competencies Closing Sales improve sales performanceWe've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated.
Steven Rosen
JULY 15, 2020
If you want to close the gap you need to act now! If you want to close the gap, you and your team need a sense of urgency, a plan, and you need to execute the hell out of that plan. 3 Steps to Close the Gap. Close the Gap: This year will go down as a crazy one.
The Sales Hunter
MAY 19, 2015
Being able to close a sale faster is worth everything. Below are 5 secrets you can use to close sales faster: Limit availability of your time and what you sell. Blog Closing a Sale closes closing closing a sale closing techniques sales closesNot only does it get you more sales, but it also frees up your time to go get the next sale. Creating a sense […].
Advertiser: ZoomInfo
As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.
Mr. Inside Sales
APRIL 22, 2019
How many tie-downs and trial closes do you or your team use during their presentations? What’s a trial close?” There are obviously many problems with this kind of approach, but the one I want to focus on today is ‘talking past the close.’ This is just one small example of introducing an objecting by pitching past the close. Why do they talk past the close? The last thing you want to do is keep talking past the close.
MTD Sales Training
FEBRUARY 12, 2015
Never Be Closing” by Tim Dunne and Tim Hurson is an inventive. [[ This is a content summary only. Book Review always be closing how to close the sale opening is the new closing I’m an avid reader of good quality books on many subjects, and one that my team put my way last week has intrigued and interested me. Visit my website for full links, other content, and more! ]].
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. Giving them an option allows them to feel they’re in control. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
DiscoverOrg Sales
SEPTEMBER 4, 2018
Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Ask your prospect: “Think of a scale of 1 – 10, where 1 is ‘I would NEVER buy from you’ and 10 is ‘I wish you sold more so I could KEEP buying from you!'” Finally, ask the closing question: “It sounds like we have a lot of reasons to move forward: A, B, C. But the ‘ABC’ (Always Be Closing) mentality is wrong.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Sales Hacker
NOVEMBER 30, 2021
The post Close the Gap: Open Opp to Closed-Won appeared first on Sales Hacker. With nearly two years of selling digital-first, our panel of sales pros will discuss what new buying behaviors, what conversations continue to reoccur and where they think B2B selling is headed.
Mr. Inside Sales
APRIL 1, 2019
The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set next steps: schedule another demo call, schedule another Q & A session, etc. What was blatantly missing was any kind of a close attempt! There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision….
Sales and Marketing Management
OCTOBER 15, 2020
Author: Paul Nolan As with everything else in 2020, many B2B companies’ relationships with channel partners, which are critical to their success, have been disrupted.
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 […].
Advertiser: ZoomInfo
For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.
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. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […]. Blog Closing a Sale Professional Selling Skills closes closing sales closes
The Sales Hunter
SEPTEMBER 8, 2015
Have you ever asked yourself why you can’t close? Here’s my quick checklist of questions you need to ask yourself when you can’t close a sale: 1. Blog Breakthrough Sales University Closing a Sale Professional Selling Skills Prospecting Sales Motivation closes closing closing a sale prospect prospecting sales closing sales motivationI imagine you have.
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 [.]. Sales beliefs closing fears honesty integrity needs analysis overcoming objections presentation prospecting salespeople stereotypeIt’s you.
Mr. Inside Sales
OCTOBER 2, 2020
Remember: You can’t close an unqualified lead. The post One Question to Close More Demos appeared first on Mr. Inside Sales. How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next?
Advertisement
and ensuring the timely close of deals in the pipeline. 1 Online: getconga.com | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.
Zoominfo
MAY 7, 2021
The nickname was his team’s way of both cheering him on and also playfully acknowledging the elephant in the room: He wasn’t closing any deals (or, in other words, he — despite his last name — “was not yet a lion”). Challenges to Closing Big Business Deals.
The Sales Heretic
NOVEMBER 1, 2017
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. The last thing you say is the first thing your audience will remember. That is, if they remember anything at all.) The way [.].
The Sales Hunter
MAY 13, 2014
” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Blog Closing a Sale Professional Selling Skills close closing sales closing Yeah, right. And you’re probably thinking, “Mark Hunter has the solution?!”
Adaptive Business Services
MARCH 10, 2021
When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. A close requests action.
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. How in the world are you supposed to survive as a seller? How can any company truly thrive? It seems impossible. but is it? Join Donald Kelly, The Sales Evangelist, Founder and CEO of The Sales Evangelist Sales Training Firm, as he shares how B2B sellers can shorten their sales cycle, generate more revenue, and get more ROI from their current sales process.
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 Heretic
NOVEMBER 14, 2017
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 trainerWhether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper. How [.].
Zoominfo
AUGUST 11, 2021
It’s what keeps your sales team organized and focused on managing opportunities to close deals. The outcome is always the same, too: low close-won rates and slow growth. Closing the Deal. The secret to closing a deal resides in listening and understanding the prospect’s concerns.
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. The Perfect Close represents the tested and proven best practices for winning in today’s competitive sales world. By Tibor Shanto – tibor.shanto@sellbetter.ca .
Advertisement
“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
275 
Let's personalize your content