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In this video, we are going to talk about how to get customers to buy your product. While that might sound like a big subject or difficult to explain, we have broken it down into 10 tips or steps, and if you incorporate some or all of these, you will have greatly improved your competence [...]
This is the seventh video in our series on how to sell software to businesses, and we discuss closing the deal. Deals Should Close Themselves While it can be easy to see the close as the most difficult step in the sales process, I believe that if you do everything else properly, closing should be [...]
In this video, we talk about how to close on a cold call, and below is a summary of what we discussed in the video. Start with Your Sales Message Even though we are focusing on how to close on a cold call, we recommend taking a step back and creating your sales message. This [...]
In this video, we provide a training module on how to deliver sales presentations that make closing deals easier. Pre-Presentation Tips One of the best ways to improve your sales presentations and sales demonstrations involves the steps you take that lead up to your presentation. To make this tip clear, in other training videos we [...]
Many salespeople view closing sales as the key thing they need to improve in order to sell more. I personally believe that if you do the right things during the sales process, closing should be the easiest step. And in some cases, deals will almost close themselves. A Good Sales Message Makes Closing Easier If [...]
One thing you can do to close more sales is to try to find a compelling event. A compelling event is a date of significance for the prospect regarding his or her need to purchase your product. For example, if the prospect is looking at replacing a current vendor and the current contract expires on [...]
One of the more powerful closing tactics is the sales takeaway. This tactic is where the salesperson switches from trying to get the prospect to buy the product to trying to take away the option for the prospect to buy the product. How to Do a Sales Takeaway Here are a couple ways to take [...]
Trial closing is performing a “test” close to identify where the prospect is in terms of his or her level of interest. Here are some examples of closing questions that you can ask to perform a trial close: What do you think about what you have seen so far? How do you think this fits [...]
One tool that you can use to improve closing sales is a partnership plan. This is basically a document that lists out all of the steps that you and the prospect will take together leading up to the purchase and implementation of your product. Here is an example: This sales tool is just a table with [...]
This is a recording from our webinar where we discussed Chapter 24 in The SMART Sales System which is centered around how to become a great sales closer. If you would like to purchase a copy of The SMART Sales System book, you can do that here. If you would like to register for the 15-week [...]