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Business Articles : Sales & Selling : Closing the Sale Successful Sales Strategies: Winning the Close Ones The “Three Cs” in building customer relationships are a key component of professional selling skills. Indianapolis, IN (PRWeb) November 23, 2003 – The deal is coming down to the wire. The buyer perceives the competitor’s solution as marginally superior, but the slight underdog still wins the sale. In this case, the adage, people buy from people they like, proves true. Jul 30, 2005, 04:00 Business Articles : Sales & Selling : Closing the Sale Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. Jul 30, 2005, 03:11 Business Articles : Sales & Selling : Closing the Sale If You Respect Them, They Will Buy -- Closing the Sale We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. You either return it or you never patronize the store again. Jul 30, 2005, 01:49 Business Articles : Sales & Selling : Closing the Sale What Does It Take To WIN A Sale? What to do when you win or lose. You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. Jul 30, 2005, 01:37 Business Articles : Sales & Selling : Closing the Sale Sales Closing: Don't Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, “closing” is regarded as the vital skill that sales people need to be successful. I would like to share my experience about “closing” and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy Jul 30, 2005, 01:30 Business Articles : Sales & Selling : Closing the Sale Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Jul 30, 2005, 00:13 Business Articles : Sales & Selling : Closing the Sale Closing the Sale - It Doesn't Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. Jul 29, 2005, 23:24 Business Articles : Sales & Selling : Closing the Sale Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. Jul 29, 2005, 23:18 Business Articles : Sales & Selling : Closing the Sale Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely. Jul 29, 2005, 23:17 Business Articles : Sales & Selling : Closing the Sale Improve Your Sales Closing Ratio Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of interest to you. In this issue I give some tips to improve your sales closing ratio in response to a question Rob Smith wrote me from the UK: "I sell IT equipment to schools in the UK over the phone. I seem to always hold a massive prospect list that's constantly changing but I'm struggling to get my deals closed. The following is how 85% of my potential deals go Jul 27, 2005, 04:17 Business Articles : Sales & Selling : Closing the Sale How To Take The Right Steps To Increase Your Selling Results Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you’re selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model. Jul 27, 2005, 04:03 Business Articles : Sales & Selling : Closing the Sale What Successful Sellers Know - Others Don't ... The Subtle Art of Closing Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, “at the End”. To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability. Jul 27, 2005, 03:20 Business Articles : Sales & Selling : Closing the Sale Touchdown! Closing Skills for Successful Selling It’s early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold Philadelphia to less than 26 yards. One play. That’s all. Jul 27, 2005, 02:17 Business Articles : Sales & Selling : Closing the Sale Closing Sales Is Not A Problem, It’s A Process In my opinion, the most overrated topic in sales training is the subject of closing. In year’s past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the “Ben Franklin” close didn’t work, you could rummage around in your head for the the “secondary question” technique, the “order-blank” method or the “forced choice” close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close. Jul 27, 2005, 01:21