In this powerful episode, David and Tim share"Closing isn't an event, it's the logical culmination of multiple steps."
Listen in and ask yourself these questions:
Buying Process - do we have one? Is it clearly defined? Does our sales team own it?
Buyer Confidence - have we communicated the buying process and set proper expectations?
Buyer Delight - are we gaging along the way? Do we have a team connection process with each new client?
David’s caveat: bringing in "The Closer" vs playing to Team Strengths (matching personas). Identify internal introductions needed early on and bringing in the Intellectual Property.
Managers, coach your team to be closers. Then empower them to try, fail and grow. No super heroes, just super teams!
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