Call to Action
Have you ever seen Glengarry Glen Ross? You might remember what the sales manager, played by Alec Baldwin said in the movie: “ABC – Always Be Closing.” Business owners usually struggle with closing the deal. When it’s time for this part of the sales cycle, many of them don’t know the best way forward. If […]
Asking the Right Questions
Many people don’t know this but selling is more about listening than talking. Bombarding your prospect with how amazing your offer is won’t turn a “no” into “yes.” On the other hand, you’ll have a much better shot at it by listening closely. Like I explained, the way to handle objections is to acknowledge and […]
How to Get the Money You need when I Close?
I’ve been on countless stages and one question I hear a lot is: Blair, how do I get the money I need when I close? The answer is simple if you’ve followed my techniques so far. You got through the basic elements to close a deal. Now it’s time to deliver. If you asked trial […]
Ask Questions to Close
I used to be in your shoes. A long time ago, I struggled with closing. I had a little voice telling me all the reasons why I couldn’t do it. But you know what? I found that if you lay down the proper foundation, closing is a natural end to a conversation. Let me tell […]
