by Adel
(Cape Town)
closing sales
Answer
Hi Adel,
please do not make the mistake of thinking it's all about closing.
Closing is the outcome but it is brought about by all the other things that make up a sales meeting.
It's about rapport, uncovering your prospect's problems, the ramifications of those problems, building value in your solution, speaking in terms of the prospect's buying criteria and using the prospect's language.
Prepare yourself well in terms of product knowledge and personal attitude, get organised, plan the sales calls and do what I mentioned in the previous paragraph and the sales will come.
Good luck Adel, regards Greg
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