By Geoffrey James
Closing Rule #1: Think Like a Closer.
http://blogs.bnet.com/salesmachine/?p=143
Closing Rule #2: Set an Objective.
http://blogs.bnet.com/salesmachine/?p=144
Closing Rule #3: Overcome Your Fear.
http://blogs.bnet.com/salesmachine/?p=145
Closing Rule #4: Always Be Checking
http://blogs.bnet.com/salesmachine/?p=146
Finally: How to Close!
http://blogs.bnet.com/salesmachine/?p=147
How to Overcome Fear.
http://blogs.bnet.com/salesmachine/?p=148
2 comments:
It probably doesn't need to be pointed out explicitly, but learning how to sell solutions and how to close business is EXACTLY the same behavior involved in courting a female. I once explained solution selling to my wife ("ask questions, listen, adapt your solution to the customer's needs") who's remark was "if guys did that with girls, they'd always get a phone number."
Geoffrey
As evidence that this stuff works, from the time I turned 40 (which was when I got into sales training), I never dated any woman less than 772 microhelens and never anyone less than 15 years younger than myself. I'm now 54 and married to a 26 year old, who is both highly intelligent and frequently stunning.
NB: "Microhelen" -- The amount of beauty required to launch a single ship. 1/1000th of a "Helen."
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