Commitments By Degree of Difficulty

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We tend to think of the final close as being the most difficult to obtain. But this isn't true. Here is a lis of the commitments you need to gain by degree of difficulty.┬áThese three commitments are relatively easy to gain. Even signing the contract is an easy commitment to gain, … [Read more...]

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...]

How to Get Better At Asking

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Selling well requires that you ask for--and gain--commitments. We move from one commitment to the next commitment, from target to close. If you're going to gain those commitments, you're going to have to ask for them. Here's how to get better at asking. Tie Your Ask to Future … [Read more...]