Give Options in Proposals
Looking over some old proposals over the weekend and then checking to see which ones were accepted, I noticed a trend regarding the ones accepted the first time offered. The accepted proposals had...
View ArticleThe Controversial Takeaway Close
While dealing with a stalling client last week, I remembered having a similar situation whereby no matter what I did, the prospect had an excuse or reason to ignore my solution. After allowing this to...
View ArticleEight Buying Signals for B2B Sales
Several sales people have asked me about what are buying signals they need to recognize. While for some b2b sales people this is more of an instinctive activity, it never hurts to review the eight...
View ArticleUse the Columbo Technique to get b2b Sales Results
Okay, today I’m showing my age since most of you will not have a clue about this guy “Columbo” anymore than you would about “Perry Mason.” Yet, the technique works like a charm and will get results –...
View Article15 Strategies for Closing the Sale
Must of the readers here know I’m a big supporter of the Questioning Model of selling. And, due to this preference I don’t place a lot of emphasis on closing the sale – a favorite of the traditional...
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