Category Archives: Closing

What ‘We’re Not Buying Today’ Really Means?

We're not buying today

Could it be that “We’re not buying today” really means something very different that we are not understanding? Something that if we did understand would help us to respond to what they really mean rather than to what they are saying and in doing so help us help them to own our product? Yes it does, and here is what that is.

The Last, Last, Last Chance To Close The Sale

last chance close

First we need to understand that prospects often don’t know that it is really about the money, and sometimes it really isn’t. Either they have not been able to clarify in their mind that they really want to buy and money is the only obstacle, or they have clarified that the decision is about the money but they don’t want to tell you that. We need to give them an easy way to realize that it is about the money, and if that doesn’t work, a way to get them to come back to you when it is.

Why Buy Today Discounts Don’t Make People Buy Today, But Buy Soon Discounts Do

One-call close-helping customers to buy now

There is almost as much sales urgency created by a limited time offer as there is with “today only” offer, and any slight edge in sales urgency created by the “today only” offer is more than made up for by the increase in credibility and lack of perceived pressure of the “buy soon” offer.

30 Minutes To Closing More Sales- Part 2

30 minutes to sales greatness

An informal survey of any group of salespeople I’ve ever talked to reveals that the “I need to think about it” excuse is used by customers more than any other– as much as 75% of the time after the customer is asked the buying question. Learn how to overcome that excuse every time and make more sales.

30 Minutes to Closing More Sales- Part 1

30 Minutes to Close More Sales

Can you really learn to close more sales in only 30 minutes? Yes you can. While we know that you can’t become a Sales Giant in 30 minutes, if you spend that time learning just 2 skills you will start closing more sales right away, and close them easier than you may have imagined.

The Secret Power of Commitments- Part 2


By asking commitment question sequences throughout your presentation– regarding your company, product, and your service– when you ask a prospect the buying question at the end of the presentation it will allow them to compare prices against what they have convinced themselves that they want. This makes for a much easier decision.

Don’t Ask Them to Buy, Ask How They Will

Photo courtesy of KOMUnews

When it comes to that critical moment when the closing question is asked and the pen is laid down on the table, the way the buying question was asked has a much to do with the customer’s willingness to sign as does almost anything else.