Posts Tagged 'closing the sale'

What’s the evidence of developing someone’s mindset or skill set? A behavioral change? If you haven’t seen one, then it’s a safe bet that you, like most managers don’t truly know how to develop their team. Throwing an article or course at them isn’t the answer. There’s a big difference between sharing an observation and …

Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening? Here’s how proactive listening can accelerate success and just maybe, even solve world peace. Except from one of Keith’s future books and his …

It’s our assumptions around the sales process that often sabotage our selling efforts right from the start. Try this next time you get a price objection. “Your price is too high” can mean several different things depending upon who is sharing this perceived objection with you, certainly something different to each customer, depending on their …

Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect (Example: defending your position, service, or product) respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling™ process to defuse them. Here’s how. Remember, after gathering the information during …

When presenting to a prospect, there’s a big difference between convincing and enrolling. Especially after identifying specific problems within the organization. Imagine you are at the point in a sale where you’re going to share the solution and enroll them in the solution and more so, taking action and making a change. Convincing/Selling: Changing someone’s …

Recently I was asked what companies can do to ‘boost their close ratios’ in a specialty retail market. See if my answer applies to your market as well. Their Question: What techniques have you seen work in terms of boosting close ratios within the retail market? Are there any action steps that retail owners need …

Your sales mojo is the energy you show up with during every meeting with a prospect. Developing your mojo goes beyond the basics of learning selling strategies. Your sales mojo encapsulates the inner game of selling, which is who you are and how you come across when speaking with others. It’s that allure, charisma, or vibe …

A client I had worked with about a year ago recently emailed me, requesting some time to talk. When we finally got on the phone together, it was apparent why. Miki was a seasoned executive recruiter. She hired me initially because her sales were down and thought a coach might be able to give her …