Okay, the third strategy to closing the deal when you are ahead is based upon learning how to burn the clock as fast as you can to close the deal. This means you remain in contact with your customer and influencers and coaches during the end stage of the sales process.

Be available to answer questions. Treat each question like it could be a deal-breaker, because it could be a deal-breaker if you ignore it. The key here is to listen to every question, listen to what is said, listen for what is not said that should have been said based upon your experience. Ask clarifying questions to gain a true understanding of issues or concerns held by your customer. Continue reading ‘How to “Burn the Clock Faster” to Close the Sale’ »

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