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Category Archives: Closing

Top 5 Reasons that Sales Deals Fall Apart

June 14, 2010 – 12:09 pm

Following on from the last post, I dug out some research on why deals fall apart which highlights the importance of qualifiaction and spending your time in the right places. So here are the top 5 reasons that dales deals fall apart: 1) Deal Not Qualified Some key questions you should always be asking to […]

By John | Also posted in Sales Process | Tagged business drivers, influencer, priorities, qualification, sales person | Comments Off on Top 5 Reasons that Sales Deals Fall Apart

Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]

By John | Also posted in Sales Guides, Sales Management, Sales Process | Tagged gathering information, priorities, qualification, questions, sales competencies, sales managers, sales person | Comments Off on Qualification Acronyms – Instant Sales Guides

The Commitment Staircase

April 28, 2010 – 11:13 am

As I mentioned in my previous post, I wanted to channel the energy I saw in a customer’s sales force away from annoying the customer by closing at inappropriate time to adding value to the process. All of the sales people had been taught to close all the time, but when selling more complex products […]

By John | Tagged complex products, complexity, customer commitment, proposal, sales person | Comments Off on The Commitment Staircase

Closing Sales

April 28, 2010 – 10:46 am

Closing is a very interesting topic for sales and the whole business. I recently got a call from a Sales Director who said he said he wanted a 1-day closing course for his sales team because they just couldn’t close. As I tried to drill down into the detail, he got quite exasperated, and said […]

By John | Tagged business issues, complex products, proposal, value proposition | Comments Off on Closing Sales

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