When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.
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Previously, we reviewed a few of the classic sales closes and how they don’t work in our current sales environment. There are two other classic closes that we should review to understand how they fit into our new global sales environment.
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To close the sale, you don’t need special skills. Now, back in the day, companies trained specifically on the sales close. In fact, some companies had sales manuals dedicated to special closing tactics. There were even sales training programs that focused on special closing techniques.
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In one of our training sessions, a participant said that they needed some tips on resolving objections. Objections are a natural part of the sales negotiation process. However, many sales reps try to actively avoid encountering objections. However, once you realize that real objections signify interest in your offer, you become more skilled at addressing the concerns of the customer. Continue reading