Closing the sale is about building commitment at each stage of the business development process and if we have built commitment the close is an expected and natural part of the process. Here are five techniques for inducing action after having built commitment. Ask them! Ask them if they would like to go ahead. If… Read more…
Questions & techniques for closing prospects
Having presented your proposal to a prospect you now need to ensure your prospect says “yes” (close). To effectively close, you need to ensure that you have successfully completed each previous stage in the business development process such as building rapport, uncovering needs, exploring solutions to needs and developing a compelling proposal that meets their… Read more…
Sales tips to help you convert your next prospect
Whenever I buy a product, I like to understand why I bought from one person and not another. I find that this makes the purchase of the most mundane product a more interesting experience. Good car salesmen are the real pros of the sales game in my opinion as they have to sell to survive… Read more…
Selling the power of events
Selling the power of events to sponsors and exhibitors If you are selling an event to a sponsor or exhibitor you must first ensure that your prospect fully understands the power of events as a marketing and business development tool – compared to other opportunities such as television, magazines, radio, direct mail etc – before… Read more…