In this video the discussion changes from reasons why sales don't close to sales closes that actually work. How do I know they work? Because these are the closes that I have used personally during my 25+ years in sales and sales management!

This video examines the final two reasons why sales don't close. Both of them relate to disconnects; specifically, the disconnect between the desired close time frame and the mix of opportunities in a salesperson's pipeline, and the disconnect between sales cycle length and how the sales compensation plan is structured.

This video explores the challenges involved in attempting to make large sales to prospects who have never previously purchased from your company, plus proven strategies for improving your chances of winning these large opportunities.

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

"Why isn't it okay for a salesperson to take "no" for an answer? Why are salespeople perceived as non-performers when they accept that "no" can be the answer?" WARNING: This article provides answers to these questions that may be different than you expect!

Getting prospects to return our calls is one of the most frustrating challenges we experience in sales. You're 90% sure a deal will close within the next week and suddenly, silence. If you keep calling, you appear desperate and annoying. So what do you do?

Believe it or not, principles of persuasion stay constant. The recognized expert in influence and persuasion is Robert Cialdini, whose groundbreaking work, "Influence: The Psychology of Persuasion," holds a copyright date of 1984. Yet, experts still turn to Cialdini to learn six principles that are as relevant today as they were 20+ years ago. This article provides a quick overview.

The biggest factor we find contributing to low close rates is the actual readiness for the proposal stage itself. We're so anxious for the win, we often miss an important question, "Are we ready to propose?"

Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it's a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. This article provides five suggestions for things you can do right now to improve your negotiation skills and the quality of the deals you land.

All testimonial letters are not created equal. The ones full of gushy fluff are a waste of good letterhead. However, if you make sure six key elements are included in the letters you harvest from your own customers, you can watch your selling success take off!

You're on the phone with your contact. You're hoping this will be your last conversation before they fax the signed contract to you. You ask, "So, is the agreement ready to be signed?" There's a silence, and then you hear the disheartening words...

When all you offer is a "take it or leave it" proposition, some number of people will inevitably choose to "leave it." On the other hand, when you offer several viable options for people to choose from, they are much more likely to choose to buy from you!

Many sales skills training courses focus considerable attention on closing techniques. However, the real secret to closing sales is doing a great job at the front end of the sales process!

If you do a superior job of qualifying opportunities, closing sales becomes simple and matter-of-fact. I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five "closes" during that time. This article describes these five closes.

Customer testimonials can be tremendous sales closing aids. If the testimonials include specific quantified impacts, they are even more effective in helping salespeople close business.

What is the primary driver for demand for your product or service? Is it need or want? This is an important question because the sales process can differ substantially based upon which situation you are dealing with.