By some estimates, 80% of sales deals are lost not due to budget, timescale, authority not being involved, or needs not being met. Instead, life just got in the way and everyone just forgot about it. The fact that this loss can be avoided means we should learn how to counteract it and increase our close rate by up to 80%! The way to counteract it is by controlling the sale.
Controlling a sale isn’t about being bullish, alpha, or by forcing the client to do things they don’t want to do. It’s about fully understanding the client’s situation, including their deadlines and requirements, and assisting them in building and delivering the perfect solution.
In this course, Miles Croft explains in depth how to control the sale without annoying or intimidating the client and therefore losing a professional relationship. He gives clear and concise instructions on getting started, overcoming obstacles, controlling the pace of the sale and finally, closing.
This course was created by Miles Croft. We are pleased to host this training in our library.
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