Business to Business Sales
(conyers , ga.)
Closing a sale better is what I would like more information about. Can you send me information on closing a sale.
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