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This is an edited recording of the teleseminar done by Andy Preston where he debunked some of the myths associated with closing the sale and presented a simple approach to closing which will prevent you from having to put any pressure at the end of the sales process.
Andy is a top sales trainer and works with some of the best sales teams around. He is well placed to share with us what sales professionals do to make closing the sale easier.
Many of the closing techniques that regularly appear in sales books are fine for simple situations like selling kitchenware and the sale starts and ends in the same session without anyone else being involved. Selling services to large corporates is normally much more complex. If you do not win the sale you need to leave the door open for future sales opportunities and using “strong arm” closing tactics tend to go down like a lead balloon.