Sales Coach
The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]
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Sales Coach
Conditional Close is one of my favourite techniques to close a sale. It helps me test the prospects view of my offer without any sense of pressure or threat. So I’ll try to close every sale with it, and as early in the sales process as possible. Please note it’s not a trick but a [...]
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