Close that Big Deal ! 4 Steps & 21 Questions

By 2 No tags Permalink 0

In my previous blogpost titled Across the 7C’s and beyond – Anybody Can Sell, we talked in brief about closing skills for sales professionals. In that closing skills are most fundamental in any successful sale. 

Deals stuck for over 360 days? Business case isn’t clear? Various personnel in the account have differing agenda? I invited my friend and coach Mark Smith, CEO of BijaCo to share his insights that will make us better sales people in complex sales cycles. Mark has relevant experience that dates back to his time at Hewlett-Packard. Listen here, Learn and practice, practice, practice…

 

Continue Reading…

Part II: Across The 7 C’s and Beyond

By 0 , , , , Permalink 0

 

Control.

 

Smart sales people are always in control. Control of a meeting, the process steps, communications….every aspect of the sales process. You read about the attributes pertaining to “Confidence” in the first part. Control and Confidence feed into each other.

 

Most People do not listen with the intent to understand; they listen with the intent to reply.  – Stephen Covey

Continue Reading…