Monday, 22 January
Today's Topic
Closing Business

Skill + Do

It would be so uncomplicated if asking for the business and closing were the same. They’re not. Closing means you’ve addressed objections and created desire throughout the sales cycle.

It’s old-fashioned to think of closing as a specific skill…as a skill that can be singularly practiced and trained for.

So what, exactly, IS closing?

The definition of closing is this: the continual act of moving the prospect toward saying "yes" and taking action to consecrate the deal.

Timing is everything when it comes to closing. The second you get the RFP and log the opp into your CRM, the clock is ticking against your sales cycle. That means you must proactively ask qualifying questions about buyer interest and objections – i n e v e r y m e e t i n g y o u h a v e with a prospect!

The above formula is anchored by qualifying skills, yet speed is of the essence. It’s not good optics walking around with scores of open opps in your CRM that smell as tired as the half-burrito in your fridge from September.

Tomorrow - June 25

Did your competitor have a good Q2?

Today - June 24

"I thought that buyer LOVED me."

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June 22 - 23


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June 21

On this day, Jaws appeared in theaters

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“You don’t need a big close – as many sales reps believe. You risk losing your customer when you save all the good stuff for the end." Harvey Mackay

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