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.
FREE REPORT |
|
While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit. |
