by Alan Rigg

Many sales skills training courses focus considerable attention on closing techniques. In fact, entire books have been written about how to "close" sales.

Certainly closing is an important activity, as the time, effort, and resources you invest in managing sales cycles are wasted if you don't secure orders. However, the real secret to closing sales is doing a great job at the front end of the sales cycle.

In other words, it is the quality of the work that is done during the opportunity qualification stage of the sales cycle that determines whether a sale will close, as well as how hard or easy it will be to close. Doing a great job of opportunity qualification also minimizes the amount of time, energy and resources that are wasted on opportunities that will never close, or that will produce only marginally profitable (or unprofitable) business.

Inadequate sales opportunity qualification is just the first of six common reasons that sales don't close. This 6-part series of recorded webinars examines these six reasons and teaches you how to avoid performance-busting mistakes. Plus, the final video describes five sales closes that work!

Here are the links to the 6 recorded webinars in this series:

• Video #1: Reason #1 - Inadequate Sales Opportunity Qualification
• Video #2: Reason #2 - Poorly Written Proposals
• Video #3: Reason #3 - Poorly Structured Demonstrations and Presentations
• Video #4: Reason #4 - Attempting to Make Large Sales to Brand New Prospects
• Video #5: Reasons #5 & #6 - Disconnects
• Video #6: 5 Sales Closes That WORK

Just click one of the above links to start watching a video. If you have any questions whatsoever, please feel free to contact me.

I look forward to sharing important information with you that will help you achieve your sales goals!

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