Rochelle Togo-Figa speaks to what many feel is the most challenging aspect of the sales process … closing the sale. She says this is a big issue for sales people and up to 50% of sales are missed because people don’t ask for the business. Rochelle walks through seven steps she believes can have a big impact on your sales closing success. While some of her suggestions are not new, they are worth listening to as she provides some practical wording you can adopt right away. Steps six and seven are critical to your success, don’t miss them!
Rochelle Togo-Figa has spent the past 22 years coaching and training executives and sales professionals in her speciality areas, sale and communication skills. Her business coaching articles have appeared in the New York Times, The Westchester Journal News, and Business Woman Magazine. A regular contributor to Salesopedia you can learn more on her website.
Can you develop an ‘emotional advantage’ that will allow you to make more sales? Craig Elias believes you can. If you are the person who is first in your client or prospect’s mind you have five times the chance of making the sale. He explains what an emotional favorite is, how you can become your client’s emotional favorite, and how you can leverage this concept to make a significant difference to your sales success.
Craig Elias is a leading authority on trigger events and creator of Trigger-Based Selling and is the Chief Catalyst at SHiFT Selling Inc. Craig has been featured on NBC news, in the New York Times, Sales and Marketing Magazine, The Wall Street Journal, and Business 2.0. A proven top salesperson, his success has come from walking the talk.
Anita Sirianni describes the three biggest mistakes salespeople make when it comes to prospecting. She discusses practical prospecting tips that work. She stresses the importance of having a consistent sales process in place, but one that is not so restrictive that it suppresses your unique personality. An advocate for life-long learning she tells you how you can obtain three MP3 for free to further enhance your prospecting skills.
Anita Sirianni, The Professional Sales Coach, is a professional speaker, trainer and consultant. As President of ANSIR International she has helped hundreds of sales professionals improve their sales performance. Anita is a contributor to various magazines including, Selling Power Magazine, Sales and Management Magazine, New Mexico Woman, REPetoire, Pharmaceutical Rep and our own site: Salesopedia.
Joe Heller explains why “Referrals Work Best.” Hear how you can use referrals to build your credibility, confidence and establish trust. Learn how to perpetuate your success in the referral marketing arena. There is only one type of person you should be asking for referrals from, find out who this is. Joe suggests you can’t depend on word of mouth marketing alone; hear how you can leverage your existing clients to grow your sales. Joe closes by sharing some of the tricks of the trade he uses to get the attention of those he wants to connect with.
Joe Heller is the Revenue Warrior. He is President and founder of Trust Cycle Selling. Joe’s expertise is in helping companies and individual professionals experience triple growth rates by leveraging his advice on marketing strategy, lead generation, and profit acceleration.
