Posts filed under: Closing

5 Tips to Making a FREE Offer to Close a Sale

Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it...
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When no volume of marketing automation is going to help

Earlier this morning I read a white paper about marketing automation when this stat hit me — the average B2B company closes .28% of all inquiries. I don’t know how accurate that number is or what definition of an inquiry...
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Is this sales tactic okay with you or does it cross the line of acceptable behavior?

Early in my career, I worked with a salesperson who thought whatever you had to do to make a sale was okay and fair game — as long as it wasn’t illegal.  I witnessed a number of tactics that made me cringe. For...
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Maintaining Price Integrity

Last week I met with a small business owner, investor, and friend of mine to discuss specific investments he is involved in. He mentioned one of his investments, a software company, was wrestling with opportunities they are pursuing. This company...
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How to Prepare for a Sales Meeting

All sales opportunities have a meeting with a prospective buyer where the sale is effectively won or lost. Good planning and preparation before this meeting goes a long way to having a productive interaction and wining the sale. Here are...
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Be sure you understand the driving mechanism in every sales opportunity

More on creating and managing an accurate sales forecast: be sure you understand the driving mechanism in each opportunity. A driving mechanism is the thing driving a decision maker to make a purchase decision in a given time-frame. Without it,...
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The question you have to answer to make the sale

Markets are competitive. I can’t think of a market that doesn’t include a number of vendors or suppliers who compete for market share. A truth that’s often ignored or misunderstood is most companies who compete in a given market look alike to the people who make purchase decisions and...
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5 things to do before the big sales meeting

The big meeting is just that, a big opportunity to advance or close a meaningful sales opportunity. Or blow the deal if things don’t go well. There are a number of reasons the big meeting can end poorly, many are...
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How to use the perceived weakness in your product or service to close more sales

No one knows your product, service, or company like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider knowledge to your benefit? Especially...
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The obvious secret to B2B sales success

As odd as is may seem, the purpose of selling isn’t to pitch your product. In fact, your product is pretty much worthless, until you associate it with something worth buying. People want to purchase things that do things —...
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