Closing

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Why Do You Need to Follow Up?

You’ve had a first meeting with your dream client. Now you believe that you need to follow up. This means that one or more of these things is true:

One: You didn’t not gain a commitment at the close of the meeting.

It is your responsibility in…

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alt text image of four light bulbs and a one with a dollar sign as a metaphor for why we call it selling

That’s Why We Call It Selling

Here are some of the things salespeople and entrepreneurs say that provide a glimpse into why they struggle to create and win opportunities.

  • The prospective customer wants to control the process. It may be true that the potential customer…
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Do You Remember How to Close?

Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound aggressive.” He’s not wrong. It’s…

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