One-Minute Answer: This question is not going to be answered this week. You see, great salespeople don’t close deals. They help their prospects do that. So the question should read, “How can I get prospects to close more deals?” (But were it stated that way, you might not have opened this email!)
In 1996 I co-authored a book entitled Close the Deal—again, a misnomer for what the 100,000 or so sales professionals who would read it needed to learn. That book was a collaboration with the highly acclaimed Sandler Sales Institute. I teamed with that group because of the intriguing and uncommon approach they took to sales training and development.
This week’s five-minute answer is inspired by just a few of the stimulating Sandler insights that were woven into Close the Deal. A few of my own prescriptions are in there, too. Find one that appeals to you.
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