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Closing Prospects

Five Tips for Sales Lead Follow-up

While we work to generate leads and close sales, it is likely that sales prospects will ask us to call them back and perform some sort of lead follow-up.  Since this happens very frequently, the better we manage and execute … Continue reading

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Trial Close During Presentations for Sales Effectiveness

You can deliver the best and most  effective sales presentation, but if you do not trial close regularly during sales presentations, your sales effectiveness might not be at the highest level it could be.  Trial closing refers to asking the prospect questions throughout … Continue reading

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Trial Close Regularly to Improve Sales Effectiveness

The most important event in  the sales cycle is the closing of a deal.  And some people believe that a sales person is either a closer or they are not.  Or there is the belief hat the harder we work, … Continue reading

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Use an Evaluation Plan to Improve the Close Rate

One of the most important  skills in sales is the ability to close.  In the traditional view of the sales profession, many people believed you were either a closer or you were not.  Almost like you are born with the … Continue reading

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Four Keys to Improve Your Sales Close Rate

In the world of sales, you often  hear people talk about improving the ability to close deals.  But what is it that makes someone better able to close deals than another?  Is it a better personality?  Is it a higher … Continue reading

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Disqualify Sales Prospects to Facilitate Sales Cycles

As a sales person needing a commission and  to hit a quota, we are usually in a mode where we are telling sales prospects why our products are the right product for them.  But if the sales opportunity is not moving in … Continue reading

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