Secrets of Closing the Sale

We were having a recurring problem, however, of starting many more deals than we were actually closing. Then, one day out of the blue, Lester called me up to see how I was doing. I explained what was happening. He said one sentence that totally turned around our closing ratio and the rest of my business career. He simply said, “Bank in the bank, no

“Mr. Stanley told me that one of the ways great merchants are differentiated from the not-so-great ones is: Don’t go just by how much the product sells. Decide if the product is right for your customers. If it isn’t, even if it’s selling well, it could be wrong for your company and hinder your ability to build a loyal brand. It’s not just about mak

They understand their immediate problem, but there may be dimensions to the problem they haven’t thought about yet. A salesperson quizzing a buyer on what exactly they’re looking for might, at best, result in the buyer giving some fuzzy answers to try to move the discussion along. At worst, this kind of questioning could leave the buyer feeling ann

What’s the one thing that makes it really easy for clients to give you money? Contrary to popular belief, it is not becoming better at selling.