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Manage episode 227094821 series 2427038
Prospecting, networking, relationship building, relationship management, closing...the sales process is full of areas we're all looking to master to keep our pipeline flowing. But why does closing seem like the most problematic area for so many of us?
Today we're welcoming to the podcast, James Muir bestselling author, sales expert, extraordinary keynote speaker. In his book "The Perfect Close" he provides an approach to advancing the sale to the finish line that isn't uncomfortable and leaves both parties in better places than they started.
His approach to not only closing but the entire sales process is motivational, inspirational and everything that we're about here on Selling with Soul.
Are you an entrepreneur, small business owner or leader looking for more advanced, one-on-one help generating revenue? Click for more information about my Sales Intensive Coaching Program and let’s exceed your next revenue goal.
On today’s podcast…
4:48 - Is closing the most problematic part of sales?
8:18 - Does closing have to be an uncomfortable word?
11:58 - "The Perfect Close" is not a technique.
13:19 - The Golden Questions of Closing
15:43 - The little steps we make towards the close (the final step)
18:34 - What closing techniques should we get rid of immediately
22:17 - The most basic variation of The Perfect Close
26:38 - Remaining in control of the situation without being controlling
29:47 - Will or Skill: the mindsets that blocks us from closing
34:50 - After the sale value
38:09 - Intent is weighed more heavily than competency
41:56 - Being 100% with and for the client
47:00 - You don't know who your next boss will be or who you want to be your next customer
Links to our guest
James' Book The Perfect Close Resources Page: http://puremuir.com/resources/ LinkedIn: https://www.linkedin.com/in/puremuir Twitter: @B2B_SalesTips Facebook: https://www.facebook.com/james.muir.902266
What do YOU want to hear?
Is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Email me at Meredith@MeredithMessenger.com and be part of our show!
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