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Ever had a sale slip through your fingers just as you thought you had it in the bag?

Maybe the customer seemed interested but hesitated at the last moment and you weren’t sure what to say next. Closing can be the trickiest part of a sale – so how do you do it well without feeling pushy?

In this episode, we’re discussing the art of closing with confidence. We’ll break down some of the most effective techniques, like the Elmer Wheeler Close, which helps you respond instantly to customer queries, and the Puppy Dog Close, which taps into emotional connection to make a sale feel like a natural step. We’ll also explore why trust is key – because when customers feel like they’re making the right decision for them, closing isn’t a battle, it’s a smooth transition.

So, if you’ve ever found yourself stuck at the final hurdle, wondering how to turn interest into action, this episode’s for you. Tune in now and learn how to close deals in a way that feels good for both you and your customers!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Every call ends in a close – but is it you closing the customer or them closing you with a reason they can’t proceed?

In this episode, we explore the subtle tactics buyers use to steer sales conversations, including indifference, strategic timing and the influence of information gatherers. By understanding these hidden strategies, sales professionals can refine their approach, overcome objections and boost their success rates:

Key takeaways from this episode:

• How buyers use indifference to stall or deflect decisions
• The role and impact of information gatherers in the buying process
• Why timing can make or break your pitch
• Practical techniques to handle price objections with confidence

Don’t miss this episode – and stay tuned for the next one, where we’ll explore more effective closing strategies.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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How many sales slip away because we’re hesitant to ask the all-important closing question?

In this episode, we tackle the overlooked art of confidently asking for the sale. Through lively role-play scenarios - like pitching the now-famous 'Lundgren' air fryer or selling a dream honeymoon to the Maldives - we highlight the common mistakes salespeople make when they shy away from asking for a decision. You'll learn effective strategies like the "closed question close" and discover how to overcome the hesitations that leave deals in limbo.

We also explore the power of assumptive closes, where picking up on customer cues can be the key to success. With engaging anecdotes, from bartending stories to retail jacket sales, we illustrate why asking for confirmation is vital - especially in industries like financial services. Plus, hear tried-and-tested closing techniques from sales training legends, and discover why a clear "no" can sharpen your sales strategy and boost your efficiency.

Packed with personal insights, humour, and practical advice, this episode is your first step towards mastering closing techniques and ensuring no opportunity is left on the table.

This is the first in a series of short episodes on How to Close the Sale – don’t miss the rest of this series, coming soon!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.