February 19, 2024 by Tom Mulligan in Sales Process
I have developed a theory that each prospect knows how they should be closed.
When a pushy sales type tries to close without understanding their buying process, the prospect is smart enough to make the "close" contingent on the lowest price.
Salespeople need to earn the right to close a prospect.
We earn this right when the prospect has a high degree of confidence in the salesperson, is aware of their current situation, and has enough knowledge to make an intelligent buying decision.
Share this article: