Thursday, 7 September
Today's Topic

Skill + Do

Worry less about how to develop your closing muscle versus all the other skills that are needed: needs analysis, qualifying and objection handling.

Don’t think of closing as a singular selling skill, think of it as a combination of skills and specific techniques.

Sellers earn the right to close when they’ve aligned their offering with the buyer’s needs, and collaboratively worked through obstacles and objections.

More or less.

If a mathematician were attempting to create a formula that defined closing, it might look like this:

Closing = needs analysis + qualifying + objection handling.

But what about the ol’ fashioned asking for the business?

Good question. Presenting a confident proclamation to the buyer that you want their business is important (you’re not just there to party and dance, right?).

But if you’re gonna take that approach and ask for the biz, justify it. Explain to the buyer why you think you deserve it.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

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

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

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

Read More

"Success is never owned; it is only rented – and the rent is due every day." – Rory Vaden

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