Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Those behind on their goal offer to lower…Continue Reading
Posts Tagged ‘commitment gaining’
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a "high ticket closer," an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever…Continue Reading
There are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary…Continue Reading
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…Continue Reading
It was one year ago today that I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.
A lot of people don’t know that authors do not get to name their books. Because the publisher purchases the book…Continue Reading