Always be closing – a phrase made famous by the 1984 movie Glengarry Glen Ross, is a popular term is high pressure sales teams all around the world. Also known by the acronym ABC, always be closing means you should always have the intent for closing...
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Trial closes are a popular topic in sales training meetings and circles. However; what exactly are they, and do they still work in today’s day and age? In this article, we’ll explore what trial closes are, the importance of using trial closes during your sales process, and...
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Tie down sales techniques are one of the commonly proposed sales techniques that came out of the 70’s and 80’s. Made famous by Speakers from that era such as Tom Hopkins, they served as a key ingredient and a part of your everyday sales conversation toolkit. Do...
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Selling skills are a much needed and required asset in today’s busy landscape, due to level of and amount of competition in the marketplace. The difference between landing clients for life and making a meaningful difference to your business’s bottom line - or being just another...
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An important ingredient in your successful sales recipe playbook, is having the ability to negotiate with your prospects. In this article, we’re going to look at some negotiation strategies and tactics to help you win more sales. Prior to going into the detail, there is a fundamental...
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There are generally two question types; close ended, and open ended questions. This article is in relation to asking questions during your sales conversations and sales process. To learn more about what kind of questions you should be using, continue reading on below. What Are Close Ended Questions? Close...
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One of the most important parts of the sales process, is getting agreement from your potential clients during your sales conversation; or sales process. A way that you can effectively do this, is by using something called assumptive close questions. In this article, we’re going to look...
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At times, sales can be a daunting activity. You may be lacking in getting leads, or perhaps you’re speaking with people- but you’re just not getting their business. When you’re asking ‘Why am I not closing sales?”, it can be for a number of reasons. We’re going...
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Closing questions are a widely searched topic within the world of sales. As you read various articles, you’ll find that there is quite a variance of styles that people use and teach. In this article, we’ll be covering the five types of closing questions to use...
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One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. Most Sales Professionals and Business Owners have a flawed sales process; they start by building a little bit of rapport, and then go into...
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As a Sales Trainer, the number one question I am asked is how to close more sales. Just like the diet pill extravaganza that we see on infomercials, people have been lead to believe that there is a quick fix to close the deal. Sorry to break...
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When training my new students, I am often asked are what are some sales techniques that they can implement into their conversations almost straight away when they are directly speaking with prospective clients. The techniques they’re after are small, yet powerful – game changing type techniques...
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When it comes down to writing persuasive sales letters, blog posts or social media ads, you need to ensure you’re using powerful and persuasive words that’ll have a person want to take some course of action. Now no doubt effective copywriting is an art in its own...
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