Closing Sales | Page 7

By measuring your capabilities as a sales coach, you'll quickly discover the areas where you can improve.

To communicate effectively with prospects you must recognize where they are in the process of deciding to buy.

Psychologists and sales pros both know that when people have face a barrage of options, they often choose not to choose.

Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.

The barriers to people making a purchase are no different than the barriers we all face in life. That's why sales reps have to be part therapist.

Nobody wants to hear how great you are and your product is, they want to know you understand their problem and if you can help solve it.

Sales is always about solving a problem or satisfying a desire, but sometimes your customer just isn't in a hurry.

You know the approach you used as a kid to ask for a puppy? Well, this same tactic works in business, too.

An experienced gatekeeper is adept at screening cold calls and recognizing sales professionals who attempt to reach the decisions makers without an appointment. Here is how to get past them.

The best sales reps are loyal control freaks who can endure hearing 'no' as many times as necessary to hear 'yes.'

How often have you heard the line, 'My salespeople can't close.' Here is how to fix this issue.

One of the greatest points of distinction between top sales performers and everyone else is average sale size. Here is how to increase your sales deals.

You put in a lot of work just to be invited to give a presentation. Don't blow your opportunity with little mistakes.

While some salespeople might view proposals as unnecessary -- or even as a waste of time --they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing tools.

You should be reflecting on what has gone right and what has gone wrong in the past, but these errors may be contributing.

Treat every potential client as you would someone who you hope will give you a second date.

There is a massive problem of companies not pursuing customer inquiries right away, which is a huge opportunity for you.

There are five interesting parallels between these two worlds that can help your staff close deals.

Just as a relief pitcher and a starter are different types doing the same job, sales pros come in endless variety.

Results are often thwarted by factors beyond our control. Leaders build winning teams by focusing on what they can control.

An author hawking his books in the park provides some examples for strategies that can easily be adapted for your business.