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Small Biz Tip: How to Close a Cold Call

Tips from August 28, 2009 The Small Business tips today discuss how to close a cold call. Be confident in the close. Take control of the conversation but let them make the decision. Offer options but stay focused. Be specific when setting an appointment. Don't generalize with "next week," but say "10am next Tuesday." Ask if they would like additional information to send them so they can look over before you speak with them again. Follow up with a confirmation email about the appointment or next time to speak about an hour after the call is placed. Daily Overview: Be courteous & seal the deal to cater to their needs, but don't forget about yours. [Read Full Article]

Small Biz Tip: How to Close a Sale

Tips from June 18, 2009 The Small Business tips today will be how to close a sale. Recognize the time to close.  Distinguish their mood and personality.  If the client is stressed, busy, or in a rush, stress the important points and tone down your presentation.  If the client is relaxed and willing to talk, go through your presentation thoroughly. Debrief your prospective client.  Restate the benefits to your product or service and what the prospect can expect.  Reiterate what you have agreed on and what the client needs to do. Decide on a closing technique.  There are hundreds of ways to close, but the most common is the direct close approach.  Once you feel you have gotten over every objection and can fulfill the needs of your prospective client, go for it.  Make a closing statement and ask for their order approval.  Include all necessary information the prospect needs... [Read Full Article]

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