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Business to Business Sales

by melissa
(conyers , ga.)

Closing a sale better is what I would like more information about. Can you send me information on closing a sale.

Answer
Hi Melissa,

I am constantly surprised by how many people still think closing is THE answer.

Unless you are selling really small items and only get one chance at making a sale closing is rarely the panacea for your problems.

If you are selling a product or service of some size or complexity you will require multiple visits to complete the deal. So, it's more about building relationships (which is rapport) and organizing Advances in the sale as discussed in SPIN Selling.

I write this often.
Have a mindset to help your prospects.
Find out what they want and their criteria for knowing when they have it.
Build value around those criteria, by asking questions to help them uncover it.
Speak in the prospect's language.

And all you'll have to do is ask for the order.

Hope this helps, Greg

Click here to read or post comments.


Testimonials

The info is very helpful and productive... Gurbir Singh

Suggest changes or improvements here:: no need to, bloody fab... Simon

Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed

I will be purchasing the ebook very soon, great site, thanks!... Erika

I am based in Ireland and am very impressed with all the material I have read... Kevin

It has been informative and useful to me. I think changes would be diluting it... Putco

It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa

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More real life examples and scenarios needed... Jidesh

Good work mate!... Tarun

Excellent there is no need of improvement... Nishart

Hi Greg,

I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.

My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino

I found that this information is very powerful... Julia

Thank you so very much for your site, you helped me a lot and I hope that you will keep on helping us... Nasser al-Baidhani