Traditionally salespeople have relied on sales proposals, closing methods and negotiating techniques to conclude the sale. However, in the face of growing buyer power and sophistication, these outdated closing techniques are more likely to close the door than the sale. The reality is that the traditional sales proposal, closing technique…

Do you ever feel awkward about closing?  Well, trust your instict!  When closing feel like it is not the right thing to do then it generally isn’t.  That is for one of two reasons: 1. The timing is not right, specifically the buyer cannot make a decision at this time…

Closing long considered the elixir of selling, is understandably the number one obsession of today’s sales manager.  But, for some this obsession is proving very dangerous indeed. In this era of slashed budgets, scrapped projects and stalled decisions closing is the difference can be the difference between life and death…

Because you are short on time, we have pulled together a short summary of the main points of ‘Close Like The Pros’ – a must read for all B2B sales professionals. Forget about Closing: I generally don’t pick up, much less read books with ‘closing’ in the title, however this…

The professional salesperson is a student of buying. This is particularly important at a time when buying decisions have become increasingly complex. The success of a deal depends on understanding now only how the buying decision will be made, but also the business decision that so often underlies it. With this…

Pressure on win rates is mounting, with increased competition, together with longer and more complex buying processes to blame. Maintaining or increasing win rates is a priority for practically every sales manager. It is expressed in lots of different ways however – ranging improving the quality of sales leads, to…