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  • +2

    Control the Focus and Control the Meeting

    Control the Focus and Control the Meeting
    Life is one big seminar. It is not always necessary to go to formal training sessions to learn how to sell. There are many accidental seminars put on by people you encounter every day. In this one, I learned a valuable lesson about asking questions and controlling a meeting's focus. Sarah McCann, my partner and wife, and I were spending our ...
    Rated: +2
  • +3

    Don't Make Blind Assumptions

    Don't Make Blind Assumptions
    In this tale, an experienced sales pro, Tim, learns a lesson about the value of asking questions before blindly making assumptions. He pays a steep price for the lesson, since it costs him 85 customers. Here's Tim's story: Cecil was an older man about to retire. As president of his company, he was determined to see that his insurance needs, as ...
    Rated: +3
  • Rate

    NFL Lessons for Salespeople

    NFL Lessons for Salespeople
    The NFL Football Season is underway. Teams are in camp, two a day practices are happening, and coaches are beginning to train and teach players how to get better. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs, former cornerback with the New England Patriots. He was talking about how much respect he had for ...
  • +11

    Engage 3 Key Decision Makers

    Engage 3 Key Decision Makers
    Many sales reps think that somewhere inside their customer's headquarters is a single decision maker. But today, even CEOs reach consensus with their direct reports before making important decisions, according to Neil Rackham, author of SPIN Selling. h4. Meet the Decision Makers In a recent Selling Power magazine article, Rackham observes that decision making for the purchase of any significant product ...
    Rated: +11
  • +23

    Why I Hate Closing Techniques

    Why I Hate Closing Techniques
    "My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...
    Rated: +23
  • +1

    Learn from No: How to Turn a Negative Reaction into a Positive One

    Learn from No: How to Turn a Negative Reaction into a Positive One
    "No" is unpleasant. It's frustrating, it's demoralizing, it's downright annoying. It's also inevitable if you have a career in sales. You're going to hear it at some time or another, and though that initial sting might get you every time, there are ways to make "no" work in your favor. It doesn't have to resound endlessly in your mind and undercut ...
    Rated: +1
  • +2

    The Power of a Great Approach

    The Power of a Great Approach
    I'm walking through Terminal 2 at O'Hare Airport lugging two heavy bags. I see the shoeshine stand directly ahead. The shoeshine man is looking for his next sale. I'm walking and thinking about getting to my connecting gate. Somehow, he catches my eye. When he has it, he looks down at my shoes. My eyes follow his. As I pass, trying ...
    Rated: +2
  • +6

    The Secret to Winning Back Customers

    The Secret to Winning Back Customers
    There's a difference between lost customers and dead customers. Most sales managers and salespeople don't make that distinction, but Jill Griffin does in her book Customer Winback: How to Recapture Lost Customers - and Keep Them Loyal. In the rush to get new business, we ignore lost business. Marketing Metrics, a Paramus, New Jersey-based consulting firm, estimates that the closing ratio ...
    Rated: +6
  • +9

    The Script that Always Closes

    The Script that Always Closes
    You hear it all the time - if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it - prospects will often buy from people they like, know or trust. Your ...
    Rated: +9
  • +6

    Avoid End-of-the-Year 'Desperation Selling'

    Avoid End-of-the-Year 'Desperation Selling'
    Caught in the end-of-the-year trap? On the one hand, you’ve got pressure from your manager to close deals NOW! On the other, you’re getting the put off from clients who want to call you back after the holidays, next year! The end of the year is a time when both you and buyers have fires burning bright and often those priorities ...
    Rated: +6
  • +6

    7 Reasons Why Deals Don't Close

    We’ve all been there. You’ve tried everything you can think of. You’ve made your best offer and then some. This time, no matter how hard you try, you just can’t seem to get the client to sign on the dotted line. Regardless of the industry you work in, the ability to close the deal is crucial to the success of any ...
    Rated: +6
  • +10

    Are You Too Nice?

    Are You Too Nice?
    "I really care about my customers," Terry told me as we were driving to an appointment. "I try to do the very best I can for them and make sure that their needs are met." "Sounds good," I thought to myself. "But I wonder if it's true." Most sellers I know go to great pains to point out to me just ...
    Rated: +10
  • +1

    Trading Concessions Is Easy, If………

    Trading Concessions Is Easy, If………
    Even skilled and seasoned negotiators struggle sometimes when it comes to trading concessions, prefering to take the swiftest rout to closure and thus leaving so much money on the table - here are my thoughts: A Win-Win negotiation can only be achieved if both parties are prepared to concede some of their ‘would like to have’s’ in favour of preserving their ...
    Rated: +1
  • +14

    Dangerous Knowledge: What We Know Can Hurt Us

    Dangerous Knowledge: What We Know Can Hurt Us
    I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertising vehicle. I called them with one intention, to place an order. When I called their office, the salesperson began doing what she felt was appropriate; to start selling me. She began ...
    Rated: +14
  • +15

    Secrets of Top Sales Achievers

    Secrets of Top Sales Achievers
    As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths, and what differentiates them? Over the past fifteen years I have trained and developed thousands of sales professionals, from foundation right up to ...
    Rated: +15
  • +2

    How to Reduce 'Purchase Anxiety'

    How to Reduce 'Purchase Anxiety'
    You know that moment when you're thinking about buying something, but you're just not sure if you should pull out your wallet? That's "purchase anxiety." Most people feel it at some point, especially when they're buying a big-ticket item. Or when they're buying something over the internet. Online shoppers tend to suffer from purchase anxiety more than offline shoppers. After all, ...
    Rated: +2
  • +16

    Objection Handling: “I Need My Manager's OK!”

    Objection  Handling: “I Need My Manager's OK!”
    Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision maker is the only person that can say yes. Hint: If your proposal needs approval, you are working with an influencer. Decision makers write cheques, approve POs, and sign cheques ...
    Rated: +16
  • +2

    5 Closing Questions You Must Be Asking

    5 Closing Questions You Must Be Asking
    I get a lot of Ezine topic requests each week. The majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I've written many feature articles over the years that address these kinds of questions, ...
    Rated: +2
  • +12

    The Top 5% Players

    The Top 5% Players
    Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Level One salespeople sell products and depend on having the right technical solution for the ...
    Rated: +12
  • +12

    Twelve Questions That Precede a Purchase

    One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about what goes through your mind when you make a buying decision. Here are the top twelve most commonly asked questions as it relates to making a purchasing decision. ...
    Rated: +12