by chris | Jul 18, 2017 | Sales Process, Sales Prospecting
One of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is...
by chris | Feb 25, 2016 | Sales Leadership, Sales Process
Tim Sanders is one of the good guys. Tim and I have had the chance to get to know each other on several occasions and share ideas. Currently, we’re both assisting Salesforce with their latest sales insight website. I suggest you check that site out for sure!...
by chris | Dec 17, 2015 | Profit Maximizing Price, Sales Process
Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very...
by chris | Dec 16, 2015 | Sales Process
There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a...
by chris | Oct 21, 2015 | Sales Process
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves...
