Our Articles on Communication

1. Beating the Closing Clichés - OLD
   (members only content)

   The subject of closing is so misunderstood that it is subject to many clichés—none of which really help. We’re going to take up some of the most overused of those clichés and debunk them for you, so you won’t be trapped by them.

2. The Power of Three
   (members only content)

   The Power of Three

3. Closing Tips and Tools
   (members only content)

   Closing Tips and Tools

4. Creating Urgency to Speed up the Sale
   (members only content)

   Having been involved in sales for over 35 years now either through our personal sales positions or having taught others how to effectively sell, we have had a chance to talk with thousands of sales professionals.

5. The Real Reason Your Closing Ratio Isn’t Top 20%
   (members only content)

   Want a Top 20% Closing Ratio?

6. Closing Questions to Remove the Closing Lag
   (members only content)

   SELLABILITY CLOSING QUESTIONS

7. The Real Reasons Closing Ratios Lag
   (members only content)

   Why do closing ratios lag? Let’s look at the most common SELLability-aligned causes.

8. Not in the Top 20% Closing Ratio yet?
   (members only content)

   Not in the Top 20% Yet?

9. Why Are Your Contracts Canceling, and What to Do About It?
   (members only content)

   Why Are Your Contracts Canceling, and What to Do About It

10. How to Use the Right Close at the Right Time
    (members only content)

    How to Use the Right Close at the Right Time

11. You are Only as Happy as Your Last Close - OLD
    (members only content)

    As salespeople, we truthfully love the sale, the whole sales process, and all of the challenges that culminate in the CLOSE!

    Each close brings us happiness, a sense of accomplishment, and satisfaction for a job well done, but how long does this last?

12. What Causes a Low Closing Rate?
    (members only content)

    This is summed up in one word: “Scarcity”. Scarcity is defined as The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else, it is a scarcity of leads.

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13. How Do You “Close” a Door That was Never Opened? - OLD
    (members only content)

    Closing is the 7th of the SELLability 8 Cs of selling. It’s the last step of the sales process, where money changes hands, where the prospect becomes a customer, and the new customer becomes the proud owner of a new product or service.

14. Motivation to Close is Tied to Results

    Just looking at the many articles, books, and training methods on the subject of closing and sales, motivation seems to play a large part in closing. 
    
    But just as many sales training methods seem to over-focus on closing, neglecting the very necessary remainder of sales process steps leading up to it, they also seem to entirely miss what will actually motivate salespeople, and keep them motivated. 

15. Pretending the Sale Will Close, Versus Knowing the Sale Will Close

    Too many salespeople, who haven’t been trained correctly, will sit in front of a prospect and somehow convince themselves that the “sale is closing.” They really have no idea that it is closing, and in fact are pretending that the sale is closing. 
    
    There’s certainly nothing wrong with being optimistic about the possibility of a sale closing—and as a salesperson, you should remain as optimistic as possible. But there is a distinct difference between being optimistic, and simply pretending a sale is closing when it isn’t. 

16. Avoid High-Pressure Tactics in Closing

    One of the main reasons that people hate sales, when they do, is when high-pressure tactics are used. People really don’t like being pushed. They like it even less when they buy because they’ve been pushed so hard, they felt they couldn’t resist.
    
    The nasty taste left in the prospect’s mouth from that sale will never go away and will become part of their sales resistance. The next salesperson they encounter will have an even harder time selling something to them. 

17. Busting the Biggest Myths About Closing
    (members only content)

    Let’s be honest — closing gets way too much hype.
    It’s one of the most misunderstood parts of selling, and it’s surrounded by clichés that sound good on a T-shirt but fall apart in real life.

18. Why Weak Closers Lose (and How to Stop Being One)
    (members only content)

    Let’s be real: buyers are emotional creatures.

    They’re not robots comparing specs. They’re human beings riding a wave of excitement, fear, doubt, curiosity, and everything in between.

19. The One Skill That Instantly Separates Closers from Everyone Else
    (members only content)

    Why Control Is the Oxygen of a Successful Sales Organization

20. How Ordinary People Become Extraordinary Salespeople
    (members only content)

    Great Salespeople Are Not Born — They’re Trained

21. Great Salespeople Aren’t Born. They Drill.
    (members only content)

    Confidence in Sales Is Built, Not Borrowed.

22. Trust Comes First: Why Real Communication Is the True Beginning of Every Sale
    (members only content)

    Trust Comes First: Why Real Communication Is the True Beginning of Every Sale

23. Selling With Pride: The Code Behind Sustainable Success
    (members only content)

    Pride, Integrity, and the Professional Salesperson

24. The 80/20 Rule, is it Sales Fact or Fiction?
    (members only content)

    The 80/20 Rule in Sales: Fact, Fiction… or a Management Problem?

25. Closing Isn’t the Problem… Opening Is
    (members only content)

    LAW OF SELLING: If the Sale Is Not Opened, It Cannot Close

26. How Do You “Close” a Door That Was Never Opened?
    (members only content)

    How Do You “Close” a Door That Was Never Opened?

27. The Power of Demonstration
    (members only content)

    Why Showing Beats Telling in Sales

28. The Discovery Question That Turns "Interested" into "Ready to Buy"
    (members only content)

    The Discovery Question That Turns “Interested” Into “Ready to Buy”

29. Why “Sell” Sounds Like Betrayal (And How Great Salespeople Fix It)
    (members only content)

    The History of Sales (and Why the Word “Sell” Got a Bad Reputation)

30. The Scale of Confidence
    (members only content)

    The Scale of Confidence Why Some Salespeople Soar and Others Stall

31. The Difference Between Closers and Panickers
    (members only content)

    When Panic Turns Salespeople Into Maniacs

    We’ve all lived this nightmare.

32. The Top 10 Reasons Salespeople Can’t Close Deals - OLD
    (members only content)

    Prospective buyers are emotional. Whether it is fear, worry, anxiety, conservatism, boredom, or exhilaration, the weak closer is unwilling to confront and deal with these perfectly natural emotions.

33. The Power of Three - OLD
    (members only content)

34. Give Your Prospect More Options and Close More Deals
    (members only content)

    In the world of selling giving the prospect more than one option – having them choose between good, better, and best will dramatically increase a salesperson’s closing percentage.
     

35. Closing Tips and Tools - OLD
    (members only content)

36. Creating Urgency to Speed up the Sale - OLD
    (members only content)

Our Webcasts on Communication

1. Eight Ways to Eliminate Objections
   (members only content)

Our Videos on Communication

1. Cancellations After the Sale has Been Made
   (members only content)

2. Eight Ways to Eliminate Objections - Part IV
   (members only content)

3. Eight Ways to Eliminate Objections - Part IX
   (members only content)

4. Eight Ways to Eliminate Objections - Part V
   (members only content)

5. Eight Ways to Eliminate Objections - Part VI
   (members only content)

6. Eight Ways to Eliminate Objections - Part VII
   (members only content)

7. Eight Ways to Eliminate Objections - Part VIII
   (members only content)

8. Eight Ways to Eliminate Objections - Part X
   (members only content)

9. Eight Ways to Eliminate Objections - Part XI
   (members only content)

10. Eight Ways to Eliminate Objections - Part I
    (members only content)

11. Eight Ways to Eliminate Objections - Part II
    (members only content)

12. Eight Ways to Eliminate Objections - Part III
    (members only content)

13. Focus on Commission vs. Focus on Customer’s Satisfaction
    (members only content)

14. Improving Your Closing Ratio
    (members only content)

15. Having Integrity as Salespeople
    (members only content)

16. Fear of Asking for the Sale
    (members only content)

17. Asking for the Close
    (members only content)

18. Ensuring Your Customer is Really Closed
    (members only content)

19. Applying Pressure in the Sales Process
    (members only content)

20. How to Properly Handle Complaints
    (members only content)

21. A Mutual Experience
    (members only content)

22. How to Avoid a Low Commission
    (members only content)

23. What the Client is Thinking
    (members only content)

24. Focus on Closing
    (members only content)

25. The Use of Incentives
    (members only content)