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Why Most Closing Techniques Just Suck

If you have been around the world of selling for any real length of time then you have to have said to yourself, “This close sucks!” At least once in a while you have to feel that most of the so-called closing techniques, tips, tricks and magical scripts, just don’t hold much water today. The reason for this isn’t so…

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The "Take-Away" Can Be A Great Tool To Close Sales

For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny someone of their right, ability or choice to have it, and they will want it more, simply because they can’t…

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Use Client Testimonials To Close More Sales

You face some objections so regularly, you know well in advance you will get them and you know how to answer them. You also have customers whom you have closed by overcoming those same objections. Here is a way to leverage those clients to overcome objections and close more sales. To Start, Make an Investment To start to build your…

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One Great Sales Close

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort out the issues and see things clearly 3. It HELPS the sales person find the real problem So, in case…

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Can You Do A Sales Presentation Too Well?

You know you did your job. You did a great sales presentation, covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday…

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Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here….

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Increase the Amount of Sales You Close Without Increasing Your Closing Average

Sales people usually look in only a few areas when it comes to finding ways to increase sales.  Sales professionals look to increase the total amount of prospects they see by making more calls, sending more emails and increasing their overall prospecting activity.  Or, the sales person and management team look to increase closing averages by learning more techniques, overcoming…

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The Secret To Closing Sales Is No Secret!

“Sean, what should I say to close a sale?” “Can you give me 10 of the most effective closing lines to use at the end of the sale?” “Should I use the assumptive close?” If I had a pound for everytime someone has emailed me with one of those questions then I’d be on my yacht writing this blog post!…

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