Sales Coach
We talked elsewhere about the benefits, to the seller, of asking for the order and the way it drives out objections we might not know about. There other ways we can use closing as a technique, for handling objections, and for more closely defining requirements. One such technique is generally known as the conditional close. [...]
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Sales Coach
Ask for the order! The prospect expects us to ask and the response we get will tell us how to win it. Asking for the order can be a hard thing to do! It puts pressure on the prospect, because it asks him to make a decision. A decision, not necessarily whether to award the [...]
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