Close the Briefcase is one of the world's greatest sales technique. Use this sales tactic when you or your sales reps feel excessive pressure, and need to regain the balance of power in a negotiation.
Corporate sales teams are filled with fat — extraneous processes and steps that slow down customers from making purchase decisions. It's time to challenge convention to deliver better sales results. To dramatically speed up sales you've got to cut the fat from your sales process.
Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
