How to Close More Sales (without using closing techniques)

Closing

How to close more sales is the goal for most salespeople. However, they often focus on closing “techniques” which is NOT the key to actually closing more sales. In this video Art Sobczak shows what you should do to actually close more sales. Also, in his free ebook of...

Relationship–and Sales Advice

Closing, Following Up

While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation. “Yeah, he just couldn’t make a commitment.” “Oh, I hate those...

Assume and Ask–Don’t WISH–for the Sale

Closing

I’m having some work done on my house and had a contractor come out to do an estimate. The woman asked great questions, took notes, made some recommendations on things I had not thought about, wrote up the estimate on the spot, and just handed the clipboard to...

Don’t Be Like the Seahawks. Be Sure to Finish

Closing

Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago… it has happened there a number of times (not this year). It happened to the Seattle Seahawks in the Super Bowl. Not finishing. That’s the term common...

Reply to Resistance Like They Do In Cabo

Closing, Resistance and Rejection

I was recently at a business meeting in Cabo San Lucas with my mastermind group. (Yes, we actually did have a meeting…ok, a short one.) It’s one of my favorite places… aside from the fun, I love how almost everyone is a salesperson. I’ve written several times...

Wishing for the Business is Not Enough. You Need to ASK

Closing

A struggling sales rep hadn’t hit quota in, well, ever. The manager couldn’t figure it out. It was apparent to me after listening to just a few calls. See if you can pick out the commonality in all of these examples from calls: “Keep us in mind the next time you...