close the sale

More Ways To Get The Prospect To Say ‘Yes’

It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to sign on the line that is dotted. Oh, wouldn’t it be wonderful if it happened all the time? Well, I can’t promise that,…

Read More

3 Ways To Lose The Sale After The Prospect Says YES

There are a thousand and one ways to lose the sale during the sales interaction and during the close.  A poor sales interaction that fails to reach its objectives, or not being able to anticipate or overcome objections, is common to the selling profession. However, these are situations where the sale is not actually lost, because you never had the…

Read More

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….

Read More

How To Push Your Prospect’s Hot Buttons

“Find the prospect’s hot buttons!” “Push their hot buttons!” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a…

Read More

Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

In this age of economic problems, strained budgets, reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures can cause more harm than good. In fact, you may think about increasing your budget in the area of Sales…

Read More

How To Create Urgency In The Sale

The sales interaction went well.  The prospect seems very interested, and you cannot see any objections.  However, you also cannot see any urgency, as the prospect feels they can wait.  You offer a price discount as an inducement, but still the prospect sees no reason to buy TODAY.  Below is a powerful and effective way to create a sense of…

Read More

A Powerful Way To Close The Husband And Wife Team

Closing the sale while sitting across a desk or the dining room table from a married couple can be tricky.  When one spouse is solely dominant and clearly makes the decisions, it’s not so bad.   However, when they begin to use each other to stall and toss the ball between them, it can be very frustrating: Wife:              “Well, what do YOU…

Read More

Three Powerful Closing Questions

Woman with a question mark on head

You had a great sales interaction:  Both you and the prospect were calm and comfortable.  You developed some rapport and the prospect showed some positive buying signals during the meeting.  However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s…

Read More

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!…

Read More