Tactics – Scoring (Closing)

An Obstacle to Closing That You Can Control

There are a number of reasons why a prospect might need to think it over at closing time.  Some may be valid while some may simply be stalls, put-offs, excuses or objections,

Last week we discussed one way of eliminating “think it overs” at closing time by eliminating options. This week I’ll discuss the way to handle the “think it overs” you might still get at closing time.

If you have followed

It’s less difficult to get from “no” to “yes” than it is to get from “maybe” to “yes”. In this edition I’ll explain why that is and what to do about it.

When a prospect says “no” to you, there

The last two weeks I’ve discussed asking great questions – two weeks ago,examples of great questions and then last week, a case history showing great questions in action. This week, I’ll combine great questions with another frequent topic,

A salesperson called on me and had a service that was new, but enticing. I thought I could use it, and when the product or service is something I want, I usually end up closing myself. I told the salesperson

Our five year-old son, often the subject of my Sales Management Blog, gave me some more material yesterday. He said, “Daddy, I need to ask you something and if you want to say no you can, I don’t care,

More on Compelling Reasons

Sometimes, you need to create compelling reasons when your prospects don’t have compelling reasons of their own. An example from last week’s Boot Camp had a prospect whose most compelling reason seemed to be the need

This week I received a voice mail message from a professional sales trainer (at another firm).  He wanted me to know that he used my technique for handling a think it over on his four most recent opportunities and it

Unless you are in a business that is totally insulated from the economic meltdown, you’ve probably begun to hear objections that you aren’t accustomed to hearing; things like spending freezes, hiring freezes, projects put on hold, requests for price reductions,