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Posted by Ann Barr in Closing The Sale | 2 comments

The Secret to Closing More Sales

What characteristics do most successful salespeople share? Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years.  Their work revealed that most successful salespeople share two characteristics. They are very simple. (1.) They contact more prospective buyers than less successful salespeople do. (2.) They ask for the order more often than less successful salespeople...
Posted by Ann Barr in Closing The Sale, Featured Articles | 0 comments

The Question That Tells You HOW To Close The Deal

During role-play at one of my recent seminars, the person playing the part of the sales person asked the prospect: “What do you like best about your current vendor?” Aaaaack. What’s Wrong with This Question? (1.)  It is asking the prospect to sell herself/himself on the reasons why s/he is using the current supplier; to list all the benefits s/he is getting from the vendor. It does not accomplish...

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