Podcast Center
Video Center
Webcasts
Resource Center
Events
January 02, 2013 at 11:00 PM
What are the best sales closing techniques? Let me share a story with you to answer that question. In my first year in sales at Xerox, I was enjoying some pretty good success. I’ll never forget the time Vern, an experienced sales pro, stopped me from leaving my office. “All right, honey,” he said. “What secret techniques are you using to close all those sales?”
When I told him the truth—that I was lousy at closing—he refused to believe me. “You can’t fool old Vern. Tell me about those secret techniques!”
I’ll never forget what I said next: “Seriously, Vern. I’m so bad at it that my prospects are closing me. They’re saying, ‘What do we need to do to get that new copier in our office?’”
