How to Make Selling Harder Than It Has To Be

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You are making selling harder than it has to be. When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are extending the time it will take you to … [Read more...]

5 Reasons Your Deal Isn’t Closing

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Deal stuck? Here's why. It’s Still a Lead You don’t close a lead. You only close opportunities. The reason that you can’t (and won’t) close some of the deal in your pipeline is because they are still only leads. In order to convert a lead to an opportunity, your prospective … [Read more...]

Faster At What Cost

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Most of the things that make sales go faster are bad for long term relationships--and longer term results. Trying to close faster only creates resistance on the part of your buyer. Making sure that you take them through all of the stages of their process, even if it feels like … [Read more...]

Selling Is Conversations and Commitments

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When you boil selling down to its fundamental elements it is two things: conversations and commitments. This is as true for a complex sale as it is when you sell your teenager children on cleaning their rooms (or they sell you on why they haven’t). Prospecting is the act of … [Read more...]

How to Massively Improve Your Ability to Close

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I often hear sales leaders complain that their salespeople “can’t close.” But this is a presenting problem, not the root cause. Closing business is relatively easy and straightforward. You simply say something like, “I believe that we’ve done enough together to move forward. Can … [Read more...]

10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [Read more...]

Lies, Mistruths, and Fabrications In Your Sales Forecast

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Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]

It’s Not Your Closing or Negotiating Skills

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Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes). Let’s look at both of the root causes. Unhealthy … [Read more...]

Mailbag: Closing the Sale

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This note comes in today's mailbag: James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills and competency and experience to do … [Read more...]

You Risk More Through Inaction than Action

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You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]