Some salespeople are convinced that the most important part of a sales call is the opening. “The first 60 seconds make or break the sale,” they seem to think.
Closing
The close is the most important part of the sale. It’s when prospects sign on the dotted line and cross over to becoming customers. Closing is an art that needs to be mastered. It involves making the customer feel comfortable – not just with a product or service, but also with the organization they’re dealing with.
10 customer commitments needed to close a big customer
Some salespeople think of closing as a one-step process leading to a final commitment. Closing is actually more complex than that. It happens in stages.
7 ways to turn a customer ‘no’ into a ‘yes’
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 resistance level of prospects.
How to read customers accurately: Best practices
“Most people do not listen with the intent to understand; they listen with the intent to reply.”
15 tips for creating successful negotiations
Preparation is the only aspect of negotiations over which you have complete control. If you’re not prepared for a negotiation, you give the other side an unearned advantage.
How to say less and still build more sales
Today’s constant barrage of information may leave prospects and customers bewildered and exhausted. According to a study at the University of California, the average American consumes 100,500 words on an average day.
The language of selling
Every industry has its own terminology that generates jargon.
5 keys to a successful negotiation
When negotiating with customers, your doubts can be your worst enemies.
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 top closers can all say they have
Even though it’s impossible to replicate what makes a top salesperson perform at such a high level, there are traits many superstars share that other salespeople can use to close more sales.
