This is my all-time favorite type of close. Simply put, the walk away close is when you get to a point in the negotiations where you take your proposal off the table and tell the client you’re removing yourself from consideration. If you’ve done your job during the sales process to identify the need and […]
Month: July 2017
Setting Qualified Meetings Is The Hardest Job In Sales
The Sales Development Rep (or outbound rep) whose main goal is setting qualified meetings – has the hardest job in sales, in my opinion. Here are a few of the major problems they face and some ideas on how to deal with them. Note: Your last chance to win a Make It Happen T-Shirt appears […]
My Love/Hate Relationship With The Sales Cadence
The Sales Cadence seems to have taken over the world of Sales communication right now and it’s starting to worry me. To make sure we’re all on the same page, the Sales Cadence is a sequence of sales activities that you follow for certain leads. The cadence mostly focuses on e-mail and is usually automated […]
The Top 8 Questions to Ask Prospects to Sell More Effectively
There are plenty of sales questions we need to ask throughout the buying/selling process to help uncover a need, create urgency and gain commitment. Here are the questions I ask and the reasons why: […]
