Why Aren’t You Using More Tie Downs & Trial Closes?

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify […]

How to Use Tie Downs to Build Momentum

I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone as you don’t have the physical clues that tell […]

Catch & Release: Not a Closing Strategy

I was onsite training in Montreal, Canada last week—a software company, hi everyone! —and one of the sales reps brought up today’s quote as we were reviewing calls during the training. The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set […]

Top Ten Characteristics of Top Sales Producers (Part Six)

Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is: Top Characteristic Part Six: Learn to build rapport before, during and after a sale. While most people think that sales people have the “gift of gab” and […]

Top Ten Characteristics of Top Sales Producers (Part Five)

In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to give you a powerful way to open your closes. This is a technique that top producers use all the time, but that most sales reps are afraid of using. If you do this right, however, you’ll have the confidence […]