SellingPower.com released an article from their archives that discusses 4 factors to consider when closing a prospect. Now, I am not one to believe in “closing moves.” Sales are won or lost during the qualifying stage. Qualified deals close themselves. However, I think the author hits on the exact problem during the closing stage: Most salespeople focus so intently on their own performance that they fail to notice when the customer is ripe for the close… Presenting is a pressure-filled activity and most salespeople spend their mental resources ensuring that they do not falter. I understand this approach because I used to do it also. One quick fix to this… Read More
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