Keep Movin'

From my email:

Daily Sales Tip: Maintain Momentum When Closing

To be confident to close, follow the adage, "One step at a time!" Get feedback throughout the call and even if you are not at the point of asking for the business, never stop taking small steps.

End each call on an action step so that you move to your close more quickly. But make sure that next step is very specific and moves the process forward. If you walk out with a clear action step you are moving forward. If you walk out without a clear action step, you are likely going backward.

The difference between, "I'll follow up with you next week" and a specific actionable close like, "So we can (client benefit), how do you feel about our meeting with your head of IT?" or "Can we have the go-ahead to begin?" is the difference between closing business and marking time.

Source: Sales consultant/author Linda Richardson (www.richardson.com)

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