Posts Tagged "closing sales"


Selling in today’s transparent world sets the stage for the best practices, tools, skills and drivers of sales success. In this webinar with Nancy Bleeke, you will discover why the real secret to Closing = Conversations and Collaboration. Related PostsEffective Communication: Words Best Left Unsaid Make the Sales Process About the Buyer Make Your Conversations Count With Every Customer Are Your Words Too Fat? Put Your...

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Stop Writing Practice Proposals

Stop Writing Practice Proposals


Posted By on Mar 2, 2015

When the price shopping prospect asks the salesperson to “put something together,” non-assertive salespeople go along to get along and invest time on writing proposals they have no hope of winning. They avoid rocking the sales boat and avoid truth telling conversations. by Colleen Stanley What is a practice proposal? Practice proposals are those time consuming documents created for prospects that have no intention of doing business...

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Combine setting expectations with confirming THEIR expectations along the way and you’ll move further even more quickly.  Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the sale. by Nancy Bleeke Assumptions have killed and stalled more sales than lack of budget or your competition. Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful...

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By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

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by Jill Konrath Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success. 1. To win more sales, stop selling. When people feel like they’re being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale. 2. To speed up your sales cycle, slow down. The more quickly you push to a...

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