Be A Closer by Linda Richardson: As Seen in Salesvault
Be a Closer
- By Linda Richardson
A slower economy means more buying delays. In this environment it is especially important to be disciplined in how you manage each sales call. One of the most important things you can do to close is to make sure at the end of a call, you maintain momentum by setting the next action step in place or asking for the business. Too often salespeople close calls with a comfortable close such as, "I'll write up…" "I'll send you…" "I'll call you…" They are often uncomfortable closing more definitively and therefore they end a call without being poised with the next step in place. I have found there are three key reasons why salespeople avoid closing effectively, i.e. asking for the business or nailing down the specific next action step:
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