What I have learned over the last 30 years is that the real reason sales people can’t close deals is due to the fact that they are trying to close deals that they never had open.
• Change your focus to opening deals with a qualified prospect. While this will require some time making some decisions about who is qualified and who isn’t; You will see closing ratios and profit margins go up.
• Be aware that salespeople are just like every other employee will never outperform their concept of self. So it’s important to invest in building the self-confidence of your sales team.
• When one of your sales people is having a hot streak invest some time and find out what he or she is doing and let them know how proud you are of their results. One of the best things you can do for everybody on your team is let them know you have confidence in their ability to produce great results
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