Using Test Closes to Push a Sale Closer to Completion
By Jeff Beals Remember that closing a sale involves a series of small commitments before you get the big commitment to buy. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini commitment,...
What to Do When Your Prospective Client Goes Dark
By Jeff Beals It happens to all of us – a prospective client, one you’re sure is going to end up purchasing from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning. It’s a common problem, but it...
Consequences of Missing Out on a Sale
By Jeff Beals I was talking with my brother-in-law last week, and he shared an experience he had at a local chapter meeting of the National Association of Insurance and Financial Advisors. An insurance executive was delivering a speech about sales success. ...Urgency: A Sales Lesson From the Far Side
By Jeff Beals I was meeting with one of my coaching clients earlier this week, and he was lamenting that one of his top prospects wouldn’t call him back. The prospect was a senior decision maker at large company. As my client shared his frustrations, it reminded me...When Is It Time to Ask for the Sale?
By Jeff Beals One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance...
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