Closing the Deal Requires a Finer Touch

by | Aug 19, 2014 | Sales Motiviation

By Jeff Beals There’s an old adage in the sales profession “A.B.C. Always Be Closing.” While it’s a cliché, it does make sense at some level. Although you should always focus on building trust and determining what the prospect values, in the back your mind, you want...

How to Avoid Overreacting When You Hear “No”

by | Aug 6, 2014 | Sales Motiviation

By Jeff Beals Sometimes “no” means “no.”  Sometimes it means “not yet.” Many sales professionals just take no for an answer and start wallowing about being stuck in a bad place rather than continuing to advance the selling process. You need to find out when a no...