Category: Closing Strategies

There’s a lot of talk about “closing” in sales, and yesterday I read an article that compelled me to write this post. The article, simply entitled Closing Techniques, really put the “slam” on the concept of “closing”.

The article I read stated that “closing techniques are an outmoded form of psychological manipulation…”

Several people have asked me recently, “How do I prevent a competitor from undercutting me, or otherwise influencing my customer to go with the competition?”

The scenario typically goes something like this:
“I just had a great visit with a prospect, and he really seems excited about the project we discussed.  I think he’s going to go with it, but what if  a competitor convinces him that their solution is better?”
My question to them is, “Which of the following 6 key strategies have you implemented to competitor proof yourself?”