Too many salespeople do almost everything right when pursuing a prospect – but come back empty-handed because they couldn't close the deal. Like a slugger who says, “I got 90% of a home run!” the harsh reality is that ineffective closes record “outs” in the sales playbook.
Some salespeople are afraid of hearing “no.” Some get false comfort from maintaining a “pipeline full of hope” and feel no urgency to turn prospects into buyers. Others simply lack the skills to close effectively.
Clearly asking for a sale (closing) puts salespeople at risk. They may have to face the cold hard fact that their 20 hot leads are really 3 solid prospects and 17 tire-kickers who don't mind eating free lunches but who will never buy. Bottom line: professional salespeople absolutely cannot afford to keep doing what they've always done and then simply “hope for the sale.”
Sales expert Stephan Schiffman will explore the real-world selling process and identify proven closing techniques that work. He'll also expose the “gimmick” techniques not to use. Steve will explain a completely different approach that is simple, effective, and that prospects will respect – not run away from!
This audio conference presents effective strategies to turn prospects into revenue, using a proprietary system that has been implemented by more than 100,000 salespeople at major companies worldwide to help them close more deals more quickly.
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