Year: 2019

Secrets of the Sales Close You Need to Know

  In the last post, I recounted a study from Mutual of Omaha that examined and challenged this myth about the sales close. If you recall, out of 1,000 really good leads who were poised to say “yes” to the deal, only about 7% closed because the salespeople didn’t ask for the sale.

3 Steps to Resolving Objections and Winning the High Ground

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations. Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” …

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