Essence & From, in the world of sales is a silent killer of deals because 
if the prospect doesn't like or agree with the way you deliver what you 
offer..

They usually just disappear or go away, never sharing this feedback with 
you. Leaving us to wonder what happened.

Essence & Form –  Always B Closing or Should We B Closing, part 4 of 4

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Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Stop Making Decisions for People You Don’t Know

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Want to close more sales? – Start asking stupid questions.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Are you finished before you start?

The process was slowing down early on in the selling process… specifically in the initial communication phase.
 
Meetings, phone calls were ending without a specific next step to move forward.  

Who is Closest to Money

Call any office in America today get someone's voice mail and you will likely hear some version of:
 
"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."
 

Essence & Form – Always B Closing or Should We B Closing, part 4 of 4

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