Here are some key things I learned from working with Lenann: 1. I like the concept of a “Challenger Salesperson.” The more interesting, engaging and informative we can be in a useful way to the client.. Russ Conser
Key Account Manager – Oberthur Technologies
 

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Introduction to Closing

Nothing about selling matters, unless you’re able to get business closed, moved forward, committed to, and, ultimately, paid for.  


“Closing,” as we define it here, means “moving a prospect (or having him move himself) to the next step in becoming a client.”  


Thus, we should be closing in every interaction we initiate with a prospect ... at the end of each interaction we are hoping that the prospect has moved a step closer to becoming a client. (Or we should hope that we have determined he is not a prospect, so we can move on to others who may be buyers.) 


Over these next posts, we’ll look at three Closing Rules, the crucial issue of urgency in closing, handling objections effectively (NOT overcoming objections!), and the courage it takes to ask for business, even in the face of rejection.

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