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How to Make the Most of Positive Buyer Feedback

By David Jacoby

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When you’re making a sales presentation, it’s essential that you stay aligned with the buyer. That means asking your buyer to assess how well he or she believes your offering can address their needs, and if they have any concerns about your solution and its implementation.

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5 Reasons Why You Are Not Closing the Sale

By David Jacoby

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Selling is like walking through a minefield. Take one wrong step, and your deal can blow up in your face. Great sales people know how to navigate this minefield and successfully move sales opportunities to closure. 

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Why Most Sales Closing Techniques Fail with B2B Deals

By David Jacoby

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There is a misconception among some salespeople that with the right closing technique, they’ll get a reluctant buyer to say “yes.” Let’s take for example two sales closing techniques with colorful names, the Ben Franklin and the Something for Nothing close.

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The Problem with "Pushing" to Close the Sale

By Ray Makela

On this episode a sales training manager asks: Should a salesperson ever push to close the sale? I know many people say a salesperson should push to close the sale. I'm one of those people who, if you push me, you will almost certainly lose—I may buy eventually, just probably not from you. This is partly one reason why I hated salespeople for so long, even though, in reality, I was one too—I just never saw it that way!

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Failing to Ask for The Sale: Why & How to Overcome It

By David Jacoby

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Closing should be the easiest part of selling. It's the natural culmination of a sales conversation. You've helped the buyer identify a problem and then proposed a solution.

Nevertheless, I've met many sales professionals who in spite of having excellent selling skills are reluctant to ask for the sale. This reluctance can, of course, impair a sales career and be intensely frustrating to sales managers.

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Sales Lessons from Surviving a Timeshare Presentation

By David Jacoby

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Perhaps it’s the fact that I work at a sales training company, but I have a soft spot for salespeople. Whether it is a pushy door-to-door salesperson trying to sell copying machines to our office, or a telemarketer droning on and on about his or her product, I always try to give salespeople my full attention and let them sell.

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How to Help Your Buyer Move from a Problem to Solution

By David Jacoby

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Sometimes we have problems, but we don’t do anything about them. Other times our problems are so urgent we take immediate action. Consider, for example, a slow dripping faucet versus a flooded basement. For sales professionals, however, the reality is almost never so extreme. In most cases, assuming you are meeting with a qualified buyer and ask enough questions, you can help the buyer identify a problem.

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How to Move Beyond BANT for Better Sales Results

By David Jacoby

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Sales people rarely have enough time in the day to manage all of the activities expected of them. Whether it’s making prospecting calls, going on sales calls, creating proposals, or manage existing accounts, sales people are busy. But being busy doesn’t necessarily translate into better sales results. The difference between high performing salespeople and average performers often comes down to basic time management skills. High performing salespeople are able to consistently allocate the majority of their time to the most promising sales opportunities, while average performers invest too much time in bad opportunities.

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Improving Win Rates with Better Sales Closing Techniques

By Norman Behar

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When I speak with sales leaders about improving sales performance, one of their most frequent comments is that they need their team to become better at closing business.  This need is typically amplified at the end of a quarter or fiscal year as sales organizations feel increased pressure to close deals.

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Old School Sales From 1980 - Is It Still Relevant?

By David Jacoby

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Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood and came across a garage sale. Among the old exercise equipment, children’s toys, and patio furniture, I found something surprising: a sales training course from 1980. That’s right, ten cassette tapes promising to make me a master closer.

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Efficient Sales Strategy to Overcome a Clients Lack of Urgency

By David Jacoby

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Asking great sales questions is an essential selling skill that all sales professionals must master to accomplish an efficient sales strategy. No surprise here since questions help us identify customer needs. Discussing customer needs and how our solutions addresses those needs is the foundation of a successful sales conversation.  But what happens if a customer decides to live with their current situation?

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Sales Closing Techniques When Prospect Goes Silent

By Norman Behar

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One of the primary frustrations every sales person experiences is when a prospect who appears to be interested in their products and/or services stops responding to their e-mails and phone calls. They are now in a position where they have to come across as professionally persistent as opposed to annoying. Here are helpful sales closing techniques to use when the prospect goes silent. 

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