Friday, 10 November
Today's Topic
Closed-Won

Skill + Do

Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.

One of the more stimulating elements of the sales game is learning about each buyer and their agendas. You must be a bit of a psychologist to do well in sales.

Sellers must constantly appraise what types of buyers respond to which messages. And sellers must try different approaches and see what’s working and what’s not.

That’s a big, fun, and rewarding part of the job.

The best time to learn what tipped your buyer onto your side is when everyone is in a good mood, and that’s always right after the contract gets signed. Remember, buyers enjoy buying too – perhaps not as much as sellers like selling, but pretty close. Buyers enjoy rewarding sellers for a job well done after the long slog of the pre-contract journey.

However, each buyer is motivated differently and has different agendas and personal motivations. To enhance your learning about your pool of buyers and the companies they represent, learn how "Closed-Won" insights help you.

The insights will reveal what hot buttons to keep hitting, which is especially important when the rocky times come…which they will.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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"Many of life’s failures are people who did not realize how close they were to success when they gave up." Thomas Edison

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