Get them to Wallow

Finding Problems You may find that it is quite easy in discovery meetings to uncover plenty of issues that you can provide solutions for.  You can get the prospect excited quite easily. In fact when you demonstrate your solution the customer is still keen as you have shown the solution to their problems. You are being Superficial Then it stops. …

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The Trinity of Communication in a Sales Situation
The trinity of communication

The Trinity of Communication in a Sales Situation

Here is something to think about.  It is something I have observed many times over the years.  Sales guys go into a meeting seem to get the right answers to the questions that they ask and leave believing an order is imminiment.  They don’t get the order. It’s staggering and surprising to the salesperson how often this happens. It looks…

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Are you a ‘Natural Born Closer’?
Natural born closer

Are you a ‘Natural Born Closer’?

Is the ability to be a good sales closer a learned skill or a trait you are born with? This is a question a lot of us in the sales profession have pondered over. The answer is - a bit of both. We all know sales guys and girls who have the ‘gift’ they rock up to every sales opportunity…

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