Closing is a Formality, a Foregone Conclusion

Jeff Beals A closing can occur at any time in the sales process but usually doesn’t happen until after you have climbed the relationship ladder and established trust. Every once in a while, you get those wonderful surprises when someone swoops into your office and...

The Sweetest Word in the World

By Jeff Beals John Rogers got the call no salesperson likes to receive but periodically gets anyway. It was one of those angry-customer calls. The customer had purchased a piece of new equipment two hours earlier from John’s sound-and-lighting company.  The equipment...

13 Keys to a Successful Sales Presentation

By Jeff Beals Keep these 13 things in mind as you prepare for your next sales presentation: A sales presentation is your formal chance to present how your company’s attributes are beneficial to the prospect. It’s a chance to show how you provide value and how you would...