By Jill Konrath, Contributing Editor
"My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office.
If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell to the corporate marketplace.
Why not? When you analyze what happens when you teach sellers how to be great closers, you'll understand my perspective.
* * *
So right now, I want you to imagine yourself as a decision maker in a large organization. Perhaps you're a manager or even an executive.
You agree to meet with a seller who's been trying to set up a meeting with you for several months. When she mentioned the business results her firm was achieving with your competitor, you decided it was time to learn more.
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