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- Closing Rule #4: Always Be Checking
- When it comes to closing, timing is everything. And that leads us to: Rule #4. Always Be Checking. The best way to know when it's time to close, according to closing guru Linda Richardson, is to return the old ABC adage from "Always Be Closing" to...
- Blog posts 2007-10-12
- Closing Rule #1: Think Like a Closer.
- We're going to spend this week on a key skill: how to close. The last time we touched on this subject, I pointed out the many problems with manipulative "trick closes," so I'm not going to go over that material again. Instead, I'm going to present a series...
- Blog posts 2007-10-08
Additional Resources
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- Five Hard Truths About the MBA
- If you're counting on an MBA to help advance your career, new evidence might make you think twice. Hard...
- Articles 2007-10-16
- Politicians as Sales Reps
- In a previous post, I recently asked which celebrity or politician you'd hire for a sales job. At the time, I also asked the same question of three of the world's top sales trainers. Here's what they had to say: Rudy Gulliani, because he is...
- Blog posts 2007-09-21
- Closing Rule #2: Set an Objective.
- Myth: Every sale has a single, all-important point where the deal closes. Truth: Some extremely simple sales processes have a defined close point, but complex sales processes (i.e. almost all B2B sales) have a series of points where the prospect makes a decision, even if it's just...
- Blog posts 2007-10-09
- Does a Sales Pro Need an MBA?
- BNET just published my three-section critique of MBA programs. (You can find it HERE.) Those articles are important for sales pros because they identify what MBA degrees aren't: a way transform novices into managers. Even so, its important for sales pros to realize that the real...
- Blog posts 2007-10-18
- How to Coach a Sales Rep.
- One of the most important, and often most neglected, job responsibilities of the sales manager is coaching reps. Unfortunately, many sales managers don't know how to coach. I asked Linda Richardson (one of the world's top sales trainers and founder of the sales training firm Richardson) how...
- Blog posts 2008-02-26
- How to Sell an Idea
- Got an idea that could kick your career into overdrive? Confirm That You and Your Idea Are a Credible Match GOAL: Make sure an appropriate messenger will deliver your message. Selling ideas is not like selling products. With a product, customers...
- Articles 2007-03-19
- Group hopes Uptown soon will be on upswing
- BACK IN the day, the art-deco Uptown Theatre was the place you went to hear R&B, Motown and rock & roll and to see scores of African-American artists introduced by radio personalities like the late Georgie Woods. For the last decade, Linda Richardson and her colleagues at the Uptown...
- Research articles 2006-04-12
- Perfect Selling
- Linda Richardson, Founder of Richardson Training, talks about her new book where she examines the difference between good salespeople and superb ones. Sales calls, she says, are where the art and science of selling lies.
- Videos 2008-12-01
- Coaching for Sales Managers
- Linda Richardson, Founder of Richardson Training, explains how managers can use her new book "Selling Power" to coach their employees. She breaks down a sales call into 5 steps-- connect, explore, leverage, resolve and act--to guide you through.
- Videos 2008-12-01
- The ABCs of Closing
- The motto for this blog is the old “ABC” adage: “Always Be Closing.” That’s great advice, but only if you understand that closing isn’t a technique to trick a customer into buying but the point in the conversation when you ask for a decision. If you take “ABC”...
- Blog posts 2007-02-26
- Finally: How to Close!
- The old "Always Be Closing" philosophy is often misinterpreted to mean hammering the customer until the customer buys. That's too bad, because that interpretation of the ABC strategy creates a sense of overwhelming pressure. And that inevitably creates resistance to the sale because the prospect doesn't want to feel...
- Blog posts 2007-10-15
- The Art of Dodging Objections
- The Art of Dodging ObjectionsBe carefull...As mentioned, this technique can be negatively interpreted by your customer. I've used this "dodging" technique only on minor issues or objections. For example, in a prior experience in the copier business, when a customer was telling my paper tray wasn't holding as many sheets...
- Discussion threads 2007-03-12
- How to Prospect Using Voice Mail
- Unless you're psychic and know when a prospect is going to pick up the phone, you're going to be leaving voice messages sometimes. Here's how to up the chances that your target actually calls you back. Step 1. Research. Figure out...
- Blog posts 2008-05-13
- Annual conference remarks of Margaret Milner Richardson, Commissioner of Internal Revenue - Tax Executives Institute 49th Annual Conference - Transcript
- Over the past fifty years, TEI and the Service have shared a rich history, and a mutually rewarding relationship. The excellent retrospective on TEI at fifty--Serving the Profession--points out that one of the reasons TEI was created was to give "taxmen" (fortunately, Linda [Burke, TEI's first female president!, some things...
- Research articles 1994-11-01
- Competitors are in My Account! HELP!
- A reader writes: I'm trying my best to close deals but I keep running into the same competitors in most of my accoutns. THey're talking to people and saying bad things about ourproduct, which is lots better than what they're trying to sell. What should I do? If I...
- Blog posts 2009-06-15
- Quiz: Which Closing Technique Is Best?
- Scenario: It's late in the day and you haven't made your personal quota. You're speaking with a prospect about a medium-sized deal but you can tell that the prospect would like to leave for the day. However, you really could use a sale right now and you're pretty sure that...
- Blog posts 2009-09-23
- $6.7 Million Settles Newport Creamery Suits.
- By Andrea L. Stape, Providence Journal, R.I. Knight Ridder/Tribune Business News Sep. 26--PROVIDENCE, R.I.--The lawyer handling Newport Creamery's bankruptcy agreed yesterday to settle his lawsuits against the company's former owners, Robert and Linda Swain, for about $6.7 million. Andrew...
- Research articles 2002-09-26
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