COURSE DESCRIPTION: Too many salespeople do almost everything right when pursuing a prospect – but come back empty-handed because they couldn’t close the deal. Like a slugger who says, “I got 90% of a home run!” the harsh reality is that ineffective closes record “outs” in the sales playbook.
Some salespeople are afraid of hearing “no.” Some get false comfort from maintaining a “pipeline full of hope” and feel no urgency to turn prospects into buyers. Others simply lack the skills to close effectively.
Clearly asking for a sale (closing) puts salespeople at risk. They may have to face the cold hard fact that their 20 hot leads are really 3 solid prospects and 17 tire-kickers who don’t mind eating free lunches but who will never buy. Bottom line: professional salespeople absolutely cannot afford to keep doing what they’ve always done and then simply “hope for the sale.”
Sales expert Stephan Schiffman will explore the real-world selling process and identify proven closing techniques that work. He'll also expose the “gimmick” techniques not to use. Steve will explain a completely different approach that is simple, effective, and that prospects will respect – not run away from!
This audio conference presents effective strategies to turn prospects into revenue, using a proprietary system that has been implemented by more than 100,000 salespeople at major companies worldwide to help them close more deals more quickly.
Participants in this Business 21 audio conference will learn:
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How to define and rank prospects according to action and commitment, not gut feeling
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The core questions to ask prospects that vastly increase your chances of closing them
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The real definition of “closing”
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Why effective closing starts at the beginning – not the end – of the sale
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What you need to do to quickly identify what's really happening in the account
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How to recognize “no” answers, even when they don’t contain the word “no”
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How to use your own numbers and ratios to calculate exactly how many prospects you need to “open” in order to close the best ones
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The most effective (and simplest) closing technique of them all
ABOUT THE SPEAKER: Stephan Schiffman is president of the sales training company D.E.I. Management Group, Inc. He is the author of several books including The 25 Most Common Sales Mistakes, The 25 Habits of Highly Successful Salespeople, Make It Happen Before Lunch, and Getting to "Closed."
Schiffman is one of the top authorities on selling today - because he's a real deal sales exec that sells daily - travels daily - and deals hands on with the issues and problems of the biggest and smallest companies in today's selling environment. His webinars sell out because he tells it like it is - straight up - no holds barred from his own real life daily experiences and from his work with thousands of sales organizations worldwide.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
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