Isn’t Closing a Funny Name For it?
Closing is one of the most important things we do as sales people. Immeasurable volumes of deals that could have been signed were not, simply because no one ever asks for the business. If you take a second to reflect on it though… Isn’t closing a funny name for it? Let’s think about it [...]
Closing Is For Quitters
An ever so slightly provocative title I know… but then if like me you are in the B2B arena then you might agree with it. The word ‘close’ is a negative word in whatever way you look at it. It belongs to a group of words that mean a causal finality that in the B2B [...]
Pressure-free Closing
The subject of Closing is one that invokes passion and heated debate amongst sales gurus. On the one hand, some point out that closing is one of the biggest weaknesses of salespeople and that a huge number of sales are lost because the salesperson simply didn’t “ask for the business”. On the other hand, many [...]
Closing as a Measure of Intent
Closing has always been an interesting concept in sales, while “it is” clearly the object of the game, it takes on different connotations in different circumstances, ranging from being a dirty word one day to being the epitome of sales achievement the next.
What I have come to learn is the thing that determines the one’s [...]
Can You Become a One Call Closer? 8 Questions to Help You Find Out
Closing a multi-million dollar supplier contract to a corporate client in one call is uncommon, if not impossible. But some in the sales profession simply must close on the first call.
PSSST Mr. Sales Evangelist: Closing is not the answer
WHAT? CLOSING IS NOT THE ANSWER! Karl, have you lost your mind?
Close deals, close deals, close deals! That is what you are always told to do. By your boss, your bosses boss, the CEO, your spouse.
“Are you a closer?”
“Coffee is for Closers!”
Guess what! Closing is a term of certain recognition, but honestly no one can [...]
Offer More Choices – Close More Sales
Have you ever bought shoes at Nordstrom? Besides greeting you pleasantly like everyone else; and having dress socks to substitute for your athletic socks like everyone else; and besides having their shoes on pedestals and expensive wood tables like everyone else; they do something I haven’t seen done anywhere else.
When you’ve tried on a pair [...]
