2010 June 30

You want your salespeople to get decisions instead of taking stalls, put-offs and objections.  Some of your salespeople are better at this than others.  I’ve written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs.  Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.