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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.

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Handle any objection with these amazing tips!

In Part 3 of our Objection Handling series, we unravel the power of storytelling in sales. Through humorous anecdotes and relatable examples, we'll show you how to shift the focus from price to value and build authentic connections with your customers.

Here's what you'll discover:

• The surprising impact of storytelling in overcoming price objections - like the tale of Bob, his family lunches, and an overpriced air fryer!
• Why rattling off product features falls flat and how to focus on genuine benefits instead.
• Techniques to showcase your strengths with integrity - without resorting to negative selling against competitors.
• The psychological comfort of relatable stories and how sharing real-life success examples can ease customer doubts.
• Creative ways to break the ice in virtual training sessions using personal storytelling to foster trust and engagement.

Packed with laughs, insights and actionable tips, this episode will transform the way you handle objections and enhance your sales technique. Listen now for a fresh perspective on sales storytelling!

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

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Ever wonder why potential buyers always need to "check with a partner" before making a purchase? Join us as we unpack this classic sales objection with humour and actionable strategies. We kick things off with a hilarious role-play featuring the fictional Lundgren 7000 air fryer, capturing the common frustrations of salespeople everywhere. But it's not all about the laughs. We're digging deep into the psychology behind this polite but often evasive objection and offering practical techniques to transform it into a confident "Yes!" We even take a playful detour into the world of Dolph Lundgren, reminiscing about his surprising academic achievements and his role in Rocky IV. Trust us, it's not just business as usual!

Our conversation takes an intriguing twist as we explore unconventional ways to enhance client relationships, like suggesting the perfect playlist to create memorable sales experiences. With engaging examples and insights, we highlight the importance of understanding customer needs and how effective communication can turn hesitant inquiries into confident purchasing decisions. This episode is a treasure trove of tips for building confidence in overcoming objections and navigating tricky sales waters. So, tune in and discover how a dash of humour and a sprinkle of nostalgia can empower your sales team to tackle objections with flair and drive sales success!

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

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How do you handle a price objection? It’s going really well, and then ‘that’s a bit expensive.’ What do you do?

Join Bob and Jeremy as we uncover how viewing objections as speed bumps rather than roadblocks can transform your sales strategy.

In this episode we shine a light on price objections, equipping you with the tools to handle them like a pro. Prepare to turn those apparent sales hurdles into golden opportunities by mastering the art of questioning and understanding the psychology behind customer resistance.

Journey with us through an engaging scenario involving a middle-class domestic purchase, where we demonstrate our top objection handling strategies. Discover why objections might be the secret buying signals you've been missing all along. From the importance of early preparation to the nuanced dance of reselling, this episode is your guide to revolutionising your sales conversations. Whether you're a budding salesperson or a seasoned expert, tune in for tips that promise to elevate your approach and maximise your success.

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

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How good are your questioning skills?
What if your questions could unlock the doors to deeper client relationships and increase sales?

Join us as we unpack the transformative art of questioning in sales, inspired by the insights of Elmer Wheeler. Too often, salespeople fall into the trap of asking generic, uninspired questions like "How's business?" or "How are you today?" We're here to change that narrative by showing you how to craft questions that not only engage but also gather crucial information, setting the stage for meaningful conversations and improved customer satisfaction. This episode is your guide to moving away from stale pitches and toward conversations that matter.

In our discussion, we emphasise the potency of open-ended questions and the strategic use of the six honest serving men—who, what, when, which, why, where—to elicit thoughtful responses. Discover why steering clear of emotionally charged "why" questions can create a more inviting atmosphere for dialogue. We delve into the concept of "Wickering" and explore layered questioning techniques through a humorous travel sales scenario, illustrating how these approaches can enrich interactions. By focusing on understanding client needs and facilitating informed decision-making, you'll learn how to offer solutions that truly resonate, thereby strengthening client relationships and paving the way for success.

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

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Can you confidently state the price of your product without feeling like you’re dropping a bombshell? Uncover the secrets to mastering price delivery in sales, and learn why timidly muttering numbers or hiding them between features can erode your credibility. We share vivid anecdotes, such as the tale of a travel agent struggling with high holiday costs, to illustrate the pitfalls of the "cappuccino price delivery" and the "price sandwich" methods. By the end of this discussion, you'll grasp the importance of presenting prices with unwavering confidence and truly believing in the value of what you're selling.

Drawing inspiration from sales legend Zig Ziglar, we emphasize the critical role of confidence and enthusiasm in every sales interaction. Discover how mastering your language and genuinely conveying belief in your product can transform your sales outcomes. Sales is more than a transaction—it's about transferring feelings. Your conviction can be the difference between closing a deal and missing out. This episode is packed with practical tips to enhance your price delivery technique, ensuring your entire sales process is not just robust but also convincing. This skill is crucial for sales success.

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