Preparation is the only aspect of negotiations over which you have complete control. If you’re not prepared for a negotiation,…Click to continue
Popular Closing Articles
Some salespeople look for an exit right after prospects say “no” to an initial closing attempt. Others take a negative answer personally and push to reverse it. In other words, they switch from being helpful salespeople to determined opponents, raising the …
It happens to every salesperson sooner or later: A prospect will want your product or service, but still isn’t willing to commit. The good news is that the prospect has some desire for your product or service. The bad news …
The more you know about the customer buying cycle, the better you can prepare to close sales. Prospects pass through these seven phases when they make buying decisions:
Some businesses base their selling efforts on guesswork and intuition. But those who are the most successful develop in-depth knowledge about customers and tailor their selling efforts to address customers’ needs and goals.