The goal of sales is to sell something to someone. You need someone to say “yes” to what you’re offering. There are many techniques you can use to increase your chance of getting a “yes”. One of my favourites is the psychology of persuasion.
We work with a lot of reluctant salespeople and more often than not, the part that they find hardest about a sale is the close. And, the close is critical because without it you (and your company) doesn’t got a return on all the time and effort you put into the sale. It also doesn’t need to be something to fear.
The endgame (and really the whole point) of a sale is for your prospect to say, “yes”. We’ve talked a lot about having a process and what actions you can take to increase the chances you get a “yes”. But how else can you persuade your prospects to buy what you’re selling?