The real reason sales people struggle to close more deals . . . .
I hear weekly from sales people that they need help in doing a better job closing deals and my first question to them is how did they start the conversation? Did they do every step of a thorough sales process that we have talked about? or Did they take short cuts hoping that they could close faster?
I came across this article by Bob Apollo and he nails it on the head for what I consult, train and coach sales reps around this topic. Take a moment to read this article and ask yourself, are you slowing down enough to speed up the sale?
Make it a great day!
Melissa D. Whitaker