Posts filed under: Closing

I once worked for a company that had a product list the size of a small book. The products we sold were so modular you nearly required a map to navigate the configuration possibilities — the configuration guide provided sales...
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I recently had a conversation with a coaching client about their sales activities — they call on CxOs selling business unit analysis solutions. They shared with me their meetings seemed to be “going great”, but they are not converting near...
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Reason to believe is one of three key elements of a successful marketing and customer communication strategy, necessary to successfully grow your revenue – overt benefits and meaningful difference being the other two. Providing your customers and prospects reason to...
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“The time has come for one of us to buy and you’re the only one at the table that can do that.” It’s not the most polished closing statement ever made, but it won a $3.5M deal when I gave...
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It’s tempting, but don’t do it.  Under no circumstance should you ever simply give someone a quote. I’m not saying you shouldn’t quote your product or service.  I’m saying you should never simply give a quote when asked for one....
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For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers. If you’re...
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