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I wrote a book on how to close complex B2Bsales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. Opening is the new closing, which is to say, you will never close a deal you don’t first open. No more pushy sales tactics. This is a commitment to change.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract.
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a salesprocess effectively and to ultimately improve my sales results, there was much for me to learn. Set Expectations about the process.
Some of these companies have decided to separate prospecting from the rest of the salesprocess, believing they will improve their sales results by having an SDR do the prospecting , handing-off a “qualified” prospect to a senior salesperson. Like a lot of ideas, it sounds good but comes with unintended consequences.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
How many times have you thought you were about to close the deal and the client throws you a curve ball? How many times have you thought the sale was on track, when all of a sudden, BOOM, your prospect says they need more time or additional information? Sales Advice The Chase B2BSalesb2b selling deal strategy how to sell better'
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
The greater the pain, the quicker the sale is made. The less pain that exists the slower the salesprocess is. In sales, knowing if they will close AND when are what we’re paid for. In other words it depends on how bad the pain is. Pain and pain alone determine the speed of change.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
Controlling a Nonlinear Process: The sales conversation no longer seems to follow the salesprocesses as they are designed. However, the nonlinearity of the conversation doesn’t mean that you don’t have to have the conversations and produce the outcomes that are nested under each stage of your salesprocess.
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for ClosingSales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. SaleProcess (2).
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