Windshield Wisdom #42: One Big Step for Closing Sales You’re Probably Missing

Closing Sales is More Than Just Asking Then Holding-On for an Answer

 


Did you like my Wisdom? If so, please share it with someone who is looking for a simple technique that can help when closing sales. – Matt


Summary:

Once upon a time, waaaaay back in my early banking days, I was struggling to close a deal.  It was an intensely competitive situation, with 3 or 4 other financial institutions all making a major play to land one of the most prominent up-and-coming businesses in town.

I felt like I had done everything right along the way.

Develop a fantastic relationship with the owner which transcended the business at hand…check.

Demonstrate the clear value I and my institution provide, and more importantly, confirm he understood and believed in my value as well…check.

Use my team’s combined expertise to build a competitive proposal not based on undercutting price (in direct contrast to our competitors who only talked about pricing and fees), but...

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