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Lesson #4: An Open Door is A Company Score
You have been on the job for five years now. You come in every day at 8 a.m. and stay until well past closing time. You work hard, you work well, and you have never taken a sick day. So, when that better position opens up, you think you have a good chance of getting it. But, when your application comes back rejected, what do you do? You feel like your efforts are not being justly rewarded, but who can you talk to about it? Well, if you work at Costco, you can go straight to the head honcho, the man in charge, Jim Sinegal.

Top 20 Requirements - How Salespeople Can Be Better at Closing
While salespeople can get better at closing, closing is an outcome, and with the exception of real estate and banking, not really an event. When we evaluate sales forces and look at their ability to close, they may possess some of the strengths and skills that are part of the Sales Core Competency called Closing, but most of those attributes are used prior to, not during, closing time. The ability to close depends on the following 20 variables (in no particular order) that a salesperson brings to the table - or not:
How to Get Business to Drop Out of the Sky
I think it's both predictable, phenomenal, and fulfilling. I'm talking about the magic that occurs when you and your salespeople leave their comfort zone and work hard to perform the very work, activity, behavior and actions that, left to their own devices, would choose not to do. Whether it's a salesperson who finally:
Ice Water Test of Starbucks Strategy, Implementation, and Tactical
A simple test sometimes verifies and validates what thousands of pages of strategy documents cannot. A simple request at a Starbucks, and the response in superior service, convinced me of the strategy excellence at Starbucks.
10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
There is nothing worse than when salespeople handle objections. Not only does it cause them to rack up reverse progress, they are usually not even handling the real problem. Here are the things you need to know about objection handling that should cause you to stop handling them forever:

5 Tips for Keeping Balance While Working at Home
Although working from home has tremendous advantages, it comes with obstacles as well. One of the biggest is not being able to switch off. When you walk out of an office at the end of the day you can forget about work (at least some people can). At home it’s common to feel there's always a bit more you could do before you call it quits for the day. Here are some tips to help you find balance while working at home:

Entrepreneurs – How To Grow Your Taxi Business
If you’ve got a taxi or hire car business that needs to grow here are a few ideas for you.
Why Salespeople Have Trouble Closing
I've been speaking about what makes salespeople tick for about 15 years. From the beginning I've been telling audiences that there is a 100% correlation between how salespeople make a major purchase and the behavior (stalls, put-offs, excuses, sob stories) they will tolerate from their prospects.

Focus on Revenue
The first item on the list was "Focus on revenue, not the economy". You'll get what you pay attention to. If you pay attention to how bad things might become, you'll get lots of bad results. If you pay attention to how well you must do, you'll get good results.

How To Keep & Empower Employees
Smart entrepeneurs have one thing in common: they realize that every night at closing time their best asset walks right out the door. Of course, we are talking about people.

Other closing time Related Articles

How To Dramatically Improve Sales Closing Ratios
Using trial-closing questions, you'll watch your closing ratios and profitability dramatically improve.

Close More Sales with Joint Ventures
Closing more sales. This is a popular topic. We’ve come along way since the “hard sell” and the manipulative closing techniques and tricks that used to work so well, so long ago…
Strategic Alliances Boost Sales
Closing more sales. This is a popular topic. We’ve come along way since the “hard sell” and the manipulative closing techniques and tricks that used to work so well, so long ago…
Shut up and take the money
Are you over selling? Are you listening for the customers ‘Closing Statements?’ A ‘Closing Statement’ is anything the customer says that is positive about your product, service, business or you.
Do You Always Have Trouble Closing Sales?
Do you sometimes feel like you always have trouble closing? Are you looking for the 'magical' closing question that will close every piece of business. Forget it! Focus at the beginning and closing will just fade away.
Top 20 Requirements - How Salespeople Can Be Better at Closing
While salespeople can get better at closing, closing is an outcome, and with the exception of real estate and banking, not really an event. When we evaluate sales forces and look at their ability to close, they may possess some of the strengths and skills that are part of the Sales Core Competency called Closing, but most of those attributes are used prior to, not during, closing time. The ability to close depends on the following 20 variables (in no particular order) that a salesperson brings to the table - or not:
Improve Your Return on Sales Effort Qualify Properly
The current vogue for focusing on closing has almost completely ignored the critical role qualification plays in managing the sales process and improving your chances of closing sales and more importantly stops you wasting your time with those companies that have no real intention of purchasing from you.
Time To Swap Rituals
Sales people and their managers spend too much time performing the wrong rituals for the wrong reasons. Instead of focusing on closing the last week of the month or quarter, they just need to switch rituals and focus on adding new opportunities every day. This will allow them to always be closing something based on what they have already started.
Closing the Sale
Selling and closing are two different arts. I have been doing sales and closing workshops for almost 25 years teaching sales organizations how to be more effective at selling, negotiating and closing transactions. Many people confuse these two. Do you know the difference?

Choosing a Closing Speaker: 5.5 Reasons Your Closer Is Just The Beginning
Event planners often hire closing speakers from within a particular industry segment related to the topic of the conference, convention, trade show or other business-related get-together. And while industry insiders may be known to audience members (some may be considered experts) they may not be your best choice for a closing speaker. In fact, your choice of closing speaker may be the most important decision you make as you put together the various elements of an upcoming event. These professional speakers are in demand because of what they accomplish on that last day. The end. Here are 5.5 reasons you closing speaker is critical to the success or your event.

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