Closing Sales - The Fine Line Between Patience and Pressure

Posted by Dave Kurlan on Wed, Aug 29, 2007 @ 00:08 AM

Salespeople need to close sales at the first bonafide closing opportunity - the point at which (in the Baseline Selling model) all the bases have been touched. Bob, who I wrote about yesterday, tends to let people put him off if he thinks they have a valid reason. George tends to blow people up when he thinks they're putting him off. Somewhere, in between, exists a happy medium.

Our team of senior consultants was discussing this today and we determined that sometimes, the reason that prospects can't make decisions is that the very solution that was proposed isn't exactly right. It's either not what they wanted, expected, could afford or would pay for. Sometimes it simply includes a piece or component that they didn't think they needed, causing them to question the value of the entire proposal. Other times, salespeople provide options, providing prospects with a reason to think things over.

Make sure your salespeople get the freaking proposal right!!!


© Copyright 2007 Objective Management Group, Inc.

Topics: coaching

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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