Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
I wrote a Baseline Selling Tip on What it Feels Like to Close. After you read it and watch the accompanying video, we can talk about the sales management implication.
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OK. Your job, should you decide to accept it, is to help your salespeople identify the oncoming feeling and get them to associate that feeling as a closing signal rather than the fight or flight reaction so common to weaker salespeople. Remind them daily, help them anticipate the timing of this feeling, and have them practice what they need to do when the feeling is upon them.
(c) Copyright 2008 Dave Kurlan
