Our Articles on Communication

1. Closing Tips and Tools
   (members only content)

   Closing Tips and Tools

2. 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.

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

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

4. The Power of Demonstration
   (members only content)

   Why Showing Beats Telling in Sales

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

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

6. 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)

7. The Scale of Confidence
   (members only content)

   The Scale of Confidence Why Some Salespeople Soar and Others Stall

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

   When Panic Turns Salespeople Into Maniacs

   We’ve all lived this nightmare.

9. The Power of Three
   (members only content)

   The Power of Three

10. You are Only as Happy as Your Last Close (not translated)
    (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?

11. 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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12. 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.

13. 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. 

14. 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. 

15. 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. 

16. 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.

17. 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.

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

    Why Control Is the Oxygen of a Successful Sales Organization

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

    Great Salespeople Are Not Born — They’re Trained

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

    Confidence in Sales Is Built, Not Borrowed.

21. 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

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

    Pride, Integrity, and the Professional Salesperson

23. 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?

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

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

25. 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.

26. 三的威力
    (members only content)

27. 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.
     

28. 成交技巧與工具
    (members only content)

29. 創造急迫性以加速成交
    (members only content)

Our Webcasts on Communication

1. 八種消除異議的方法
   (members only content)

Our Videos on Communication

1. 成交之後卻又取消
   (members only content)

2. 排除異議的八招 - 第一部分 no translation
   (members only content)

3. 排除異議的八招 - 第二部分 no translation
   (members only content)

4. 排除異議的八招 - 第三部分 no translation
   (members only content)

5. 排除異議的八招 - 第四部分 no translation
   (members only content)

6. 排除異議的八招 - 第九部分 no translation
   (members only content)

7. 排除異議的八招 - 第五部分 no translation
   (members only content)

8. 排除異議的八招 - 第六部分 no translation
   (members only content)

9. 排除異議的八招 - 第七部分 no translation
   (members only content)

10. 排除異議的八招 - 第八部分 no translation
    (members only content)

11. 排除異議的八招 - 第十部分 no translation
    (members only content)

12. 排除異議的八招 - 第十一部分 no translation
    (members only content)

13. 重點放在佣金上或重點放在使客戶滿意上
    (members only content)

14. 提升你的成交率
    (members only content)

15. 銷售員的人格完整
    (members only content)

16. 對要求成交的恐懼
    (members only content)

17. 要求成交
    (members only content)

18. 確保你的顧客真的成交了
    (members only content)

19. 在銷售程序中施加壓力
    (members only content)

20. 如何適當地處理顧客的抱怨
    (members only content)

21. 成交—一個共同的經驗
    (members only content)

22. 如何避免佣金太低的情況
    (members only content)

23. 客戶在想什麼？
    (members only content)

24. 專注在成交上
    (members only content)

25. 如何使用誘因
    (members only content)