The Science of Closing in Sales
Sellers that close more deals at higher values get that way—and stay that way—because they follow a repeatable set of steps each time.
Don't Fall into this Trap
Too many - especially the more they know their product or service - fall into this trap. Don't fall in love with your features. Don't be a know-it-all.
Closing Skills Don't Matter
Closing is the least important sales skill. When you showcase value and ROI, the deals close themselves.
When Price Doesn't Matter
Imagine closing a deal without a price discussion. Discover the power of value-focused sales conversations and take your sales game to the next level!
Boost your prospect's confidence
In a sea of uncertainty and overwhelming choices, reduce your prospect's decision risk so they can proceed with confidence. Here's how...
How AI fits into your prospecting now
Forward-thinking sales professionals today are quickly embracing AI-powered tools to turbocharge their prospecting. Don't be left behind...
Want real change? Commit to being changeable!
Regardless of your experience and skill, stay teachable and adaptable means you can weather any challenge.
Consensus Gathering: A Power Tool for Top Performers
Consensus gathering is a powerful discovery tool for top performers. Get all your customer stakeholders in one place before you propose a solution.
Moving From "If" to "Which"
Want to close more deals in less time? Try this simple tip (our customers who implemented this approach drastically improved their closing ratios)!
Overcoming the Dreaded “Let Me Think About It” Objection
You’ve heard a customer say it: “Let me think about it.” Here’s what you must do next to overcome that frustrating objection.
The Power of Co-Selling
Co-selling is so powerful! Schedule time with either a trusted colleague or manager at least once a month and have them observe you in the field.
Stop Complaining About Price
Struggling to sell because of the price? Here's the real reason why customers aren't buying at your higher prices and what you can do about it.
Don't Make This Closing Mistake
Avoiding this closing mistake will result in happy and loyal customers, more upsell opportunities, and increased referrals!
Competitive Differentiation: Selling Value and Negotiation
Selling value and strategic negotiation are critical when it comes to competitive differentiation and sales training. With inflation on the rise today...
My Favourite Qualifying Question
Here's my favourite qualifying question to ask when I'm in the sales process with the customer (this will differentiate you and lead to more impactful...
Fending Off Premature Pricing
How do you navigate premature pricing requests? Sometimes, prospects will try to throw you off by asking for the pricing way too early in the sales cycle.
Sales Closing: How to Ask for the Sale
When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who...
Giving a Winning Pitch
Want to give a winning pitch and dramatically increase your closing ratio? Here's a simple formula for creating winning presentations or proposals.
The #1 Reason Sellers Don't Close
Do you know the number one reason why sellers don't close deals (the answer might surprise you)? It's simply because we don't ask for the business