sales closings Archives

Using Test Closes to Push a Sale Closer to Completion

by Jeff Beals | May 20, 2019 | Closing Sales & Overcoming Objections

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,...

Stop Mistaking Marketing for Selling

by Jeff Beals | Oct 10, 2017 | Prospecting

By Jeff Beals On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but are far from thriving. A...

The Only Sales Knowledge You’ll Ever Need

by Jeff Beals | Jan 8, 2017 | Sales Motiviation

By Jeff Beals In his new book on selling, Anthony Iannarino asks readers to finish this sentence: “I sell ___.” He then writes, “If you answered anything other than ‘outcomes,’ you are wrong. If you answered with your product, service or solution, your answer is so...

Why Do Some Sales Professionals Fear the Close?

by Jeff Beals | Oct 25, 2016 | Sales Motiviation

By Jeff Beals During a sales seminar last week, I asked the attendees a question: “What is your least favorite or most intimidating part of the sales process?” It’s a question I commonly ask sales professionals toward the beginning of a presentation. And regardless of...

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Using Test Closes to Push a Sale Closer to Completion

Stop Mistaking Marketing for Selling

The Only Sales Knowledge You’ll Ever Need

Why Do Some Sales Professionals Fear the Close?

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