We just landed a $20,000,000 job and have a great shot at a $30,000,000 project. Our marketing program has really taken off thanks to Lenann!.. Sandra Bosben
Director of Business Development – Cameron Construction
 

Articles written by Lenann McGookey Gardner are available for print and online publication. To request usage permission, contact 505.828.1788 or email Lenann@YouCanSell.com


Quick Thought: Is CLOSING Your Sales Team's Biggest Challenge?

You know you have a closing problem when you find yourself with lots of prospects you keep calling back - but not enough people committed to spending money for what you have to offer.

Closing sales is a discipline - it's something that can be learned.

Think of it this way - in order to give us a firm commitment, a prospect has to answer "Yes" to two questions:

  1. Do I want to do/buy this? And

  2. Do I want to do/buy this NOW?

Many salespeople's efforts are devoted to getting the prospect to answer "Yes" to question #1 only. That's not enough! Question #2 goes to the issue of urgency - a prospect who feels no urgency may be favorably disposed toward you but not yet firmly committed.

The issue of finding or creating urgency is a key point in Lenann McGookey Gardner Management Consulting's State-of-the-Art Closing Skills.

This class also spends considerable time on the issue of dealing with price objections - a challenge for many sales people.

One Oklahoma City executive closed a major sale within four hours of completing this course. In her words, "I'd been selling this all wrong, assuming the prospect was price sensitive and doing all I could to cut the price. Then I realized that the prospect wanted to be unique and creative - NOT cheap! I sold him a full package with all the extras! Thanks, Lenann, the class was awesome!"

For more information, call Lenann McGookey Gardner Management Consulting at 505.828.1788 or email Lenann@YouCanSell.com.