There is no necessary relation between the value of a proposition and the direction of a buying decision. ‘Closers’ intuitively understand this.     Less experienced sales people often can’t fathom how they lost a deal when they’ve shown cast-iron proof of higher value.     The strongest close is where the logic of the …

Always Be Closing Read More »

There could be no ‘correct’ form of words for any given scenario: closing or winning commitment in the moment is always a matter of timing and tone more than particular word formation.   Not that you won’t have your own lines ready for when the opportune moment arises.   Closing, by definition, is a dialogue: …

Closing on Price Read More »

Selling is structuring what you say to impel another person toward a buying decision. ‘Structure’ means not only structuring your questions and phrasing but the overall shape of the dialogue, which can be understood as: Opening. Demonstrating Value. Closing. Opening is twofold: being open about your intent and ‘opening’ the interviewer as with a sales …

Boss the interview Read More »

Doing the rounds in North London Choices Magazine caught up with Sean Lydon. We talked business, drank coffee and picked up some gems from a master business sales trainer who teaches proactive selling and is a master in the art of cold calling.     Take 5 minutes and join our conversation…     At …

Cold Calling: an interview Read More »