Overwhelming Verbal Persuasion Some folks believe there is a magic phrase that if you say it, it will cause your prospective customer to be overcome with your verbal persuasion and buy whatever it is you are selling. It’s a myth. There is no magical phrase. ...
Why Closing Efforts Fail There are two main reasons why commitment efforts fail. The salesperson doesn’t really make an effort. When an effort is made the approach is incorrect or counter-productive. The Bigger Problem In our previous article we discussed that...
Do Sales Close Themselves? Across all industries, studies show that the problem of not asking for any commitment at all is much bigger than the problem of using the wrong technique. What Statistics Say While it varies per industry, surveys indicate that the percentage...
