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Articles tagged with: closing

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

How does social networking help make the sale?
Monday, 17 Oct, 2011
How does social networking help make the sale?

These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have interest in a program with me for when I travel across the pond – colleagues that ‘know’ me well enough through my various on-line profiles to be eager to

dialogue with me,
discover ways […]

Make the Phone your Best Friend
Monday, 1 Mar, 2010
Make the Phone your Best Friend

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
In 1937, Dale Carnegie advocated it. […]

Purchasing a solution is the last thing a buyer does
Friday, 4 Dec, 2009
Purchasing a solution is the last thing a buyer does

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position […]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a […]