When negotiating with customers, your doubts can be your worst enemies.
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Mastering the art of the soft sell, hard sell
In selling, as in martial arts, there are times when being aggressive is the only way to close the deal. At other times, a softer approach is the way to go.
7 qualities properly motivated salespeople have
“Manage your emotions or they will manage you,” John Wooden, one of the most successful college basketball coaches of all time, warned his players each year. It’s a message every salesperson should recite before every sales call.
Great preparation: Keys to closing the sale
Much of what determines whether you win or lose a deal happens before you even get inside the prospect’s office.
Questions that close the most sales
Before a customer’s problem can be solved, the salesperson has to understand the customer’s needs. To get the information necessary to understand those needs, the salesperson has to ask the right questions under the correct circumstances.
Getting to ‘Yes’ without having to lower prices
To most people not in sales, a closer is a salesperson who won’t take no for an answer, a pushy individual who applies pressure to get prospects to buy.
The 1st, 2nd, 3rd and 4th leading causes of sales slumps
Some slumps linger far too long because salespeople get so hung up on the effect they stop looking for the cause. If they spent more time looking for the cause, they may be able to break out of the slump earlier.
7 core beliefs of super closers
The difference between top and average salespeople is not their knowledge of closing secrets or special techniques.
3 major obstacles to closing in today’s economy
One of the biggest disconnects in business today is that most selling processes do not adapt in time with shifts in the marketplace. As a result, closing rates suffer.
The No. 1 skill salespeople need for closing
There’s a saying among salespeople that customers buy with emotion and justify with facts. But the bottom line is: If your customers don’t feel comfortable with you, your closing rates will suffer.
