Closing Basics | How to Close the Sale

Closing…the most talked about part of the selling process. Old school sales training teaches reps how to “always be closing” and find ways to push the prospect into a sale. These methods are dead, and almost nobody does business like this anymore. With the amount of information available to businesses and consumers, prospects can make informed decisions about you and your product. There is no way to repeatedly trick prospects into buying from...

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Sales Presentation & Proposal Basics

It is now time to present your findings and sell the prospect on why they need your business.  If the presentation and proposal meeting goes as planned, it will turn into a closing appointment.  In order for this meeting to go as smooth as possible you will have needed to hit every step in the sales process effectively.  If you know exactly what the prospect wants to see, how much money they are willing to spend, and have built the rapport and...

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Closing Techniques That Win You More Deals

The longer you are in sales, the more techniques you will hear about and see being used. You will also start to develop your own personal closing techniques that work best with your personality. With that being said, there are 3 closing techniques that every salesperson should have in their repertoire. First things first, make sure you understand the fundamentals of the sales process and know how to run a closing appointment. If you have rushed...

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Don’t Talk Yourself Out of the Sale

Many new sales reps will blast prospects with information and talk until they are blue in the face. Roy Bartell said, “Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” The best salespeople we work with are better listeners than talkers. Here are some key ways to conduct business and make sure you don’t talk yourself out of the sale. Listening...

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10 Keys to Sales Success

1. Preparation If your preparation habits are lacking, you will have a tough time being a successful salesperson. You should have a plan for every day of the work week. When Monday morning rolls around, you should know exactly what you have planned for the week. This includes, cold calls, strategic stop bys, appointments, account reviews, etc. Preparation has a direct correlation with a salesperson’s productivity. I recommend that everybody use...

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