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Closing on prices
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March 26, 2018
The reality is that there is no necessary relation between the value of a product or service and the making and/or direction of a buying decision. ‘Closers’ intuitively understand this.
Equally, many otherwise capable and highly intelligent sales people tend to overlook it and can’t fathom how they’ve lost the …
March 26, 2018
One issue with discussing ‘closing’ in the abstract is that there’s no general form of words guaranteed to be valid in any particular situation: it’s what’s congruent ‘in the moment’.The basic principle remains that a question about price can be a pivotal moment in the sales process.A price question after …
March 26, 2018
Selling means structuring what you say to impel people in the moment towards a buying decision, ideally in your favour.
‘Structure’ here means not only structuring your sentences and phrasing but the overall structure of the dialogue itself, which can be understood as: Opening. Demonstrating Value. Closing.…
March 26, 2018
Doing the rounds in North London Choices Magazine caught up with Sean Lydon. We talked business, drank coffee and picked up some gems from a master business sales trainer who teaches proactive selling and is a master in the art of cold calling.…