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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 …
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: …
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 …
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 …
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