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Category: Closing the sale

Bridging A Big Sales Process Gap

February 3, 2023 pdonehue

In a recent blog post, Author Dave Brock shares some great perspective on the danger sellers face when “rushing to…

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Posted in: Closing the sale, need assessment, Uncategorized Filed under: assessing customer needs, closing the sale, need assessment, sales process gap

The Less You Say…

March 26, 2021 pdonehue

In a recent MakingTheNumbers.com post, author Jack Falvey offered the following advice to sales professionals, “The less you say, the…

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Posted in: Closing the sale, communication skills, Listening, Selling skills Filed under: how to be a better listener, listening in sales, listening skills, probing skills, selling skills

Harder Questions?

January 4, 2020 pdonehue

In a recent article published by SalesProCentral, Gretchen Gordon, founder of Braveheart Sales Performance writes, “The harder the questions, the…

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Posted in: Closing the sale, Sales Process, Selling skills Filed under: asking better questions, how to close more sales, probing skills, selling skills

Assume the Sale… but Never the Reason!

March 1, 2019 pdonehue

At the outset of each new year it is common for business organizations to set new revenue-growth goals, and people…

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Posted in: Closing the sale, Sales Process Filed under: assume the sale, business development, how to close more sales, how to develop new business, new business development, sales process, selling process

Never Tell What You Can Ask…

August 7, 2018 pdonehue

In a recent edition of MakingTheNumbers.com, author Jack Falvey wrote, “Let them talk! Selling is not telling!” Falvey went on…

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Posted in: Business Communication, Closing the sale, Selling skills, successful negotiating strategies Filed under: effective business communication, how to sell more effectively, selling skills

Ask All to Buy

August 14, 2017 pdonehue

Arthur “Red” Motley was considered the best salesman of his era, and was well-known for his talent as well as…

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Posted in: Closing the sale, Selling skills Filed under: closing the sale, how to set the pace of business, how to shorten selling cycles, proactive communication, selling process

Objections or Opportunities?

July 11, 2017 pdonehue

“Looking for the No” is a common phrase in the selling world. In the process of probing for a customer’s…

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Posted in: Closing the sale, Objections Filed under: closing the sale, handling objections in sales, how to handle objections in sales, objections are opportunities, selling skills

Find Out What’s On Their Minds…

May 18, 2017 pdonehue

The following reprint of today’s “makingthenumbers.com” sales tip is a solid testimonial to the importance of probing, trial closing, and…

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Posted in: Closing the sale, Selling skills Filed under: how to improve the selling process, listening, probing, trial closing

What’s Next in Communication

April 24, 2017 pdonehue

Most people agree, communication is among the most frequently-used tools in today’s business world; and it is a critical component of…

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Posted in: Business Communication, Business Development, Closing the sale, Selling skills Filed under: business communication, effective communication, how to make things happen, proactive communication, setting the pace of business

How to Close More Sales

January 20, 2017 pdonehue

While there are multiple objectives associated with the various steps of the selling process, closing the sale is the ultimate…

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Posted in: Closing the sale, Selling skills Filed under: closing skills, gaining commitments, how to close more sales, selling skills

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