Closing sales is about keeping pace with the customer or prospect Closing sales is all about meeting your prospect where they are at. In the traditional sense of sales, the whole process can feel icky, slimy or manipulative. Traditional sales feel un-natural to the prospect. When this happens, the prospect feels pressured and could make an emotional decision, which quickly backfires on the salesperson. Boy, I gotta tell ya...I had an incredible interview with James Muir. He's a speaker and best selling author of 'The Perfect Close.' I learned very [...]

Prospecting is a sales process Prospecting is not what most salespeople think it is these days. What it used to be, is all about the sale and marketing. However, nowadays people don't like to be sold to. First of all, I've learned a lot from my interview with Jeb Blount, the most downloaded sales podcaster in iTunes history. We discuss Sales Acceleration and peak performance, built through honoring the needs of prospects and customers. Due to today's digital world, prospecting and marketing is a woven chain that is linked together. [...]