One of the questions I often get asked in sales training seminars by salespeople and business owners alike is, “How do I close more sales and what closing techniques would you recommend?” In my experience, closing is one of the three most feared areas of the sales process. The other two are fear of canvassing (cold calling) and fear of objections. But the real question is, what is it about these three that creates such a fear? Especially, when even some of the most successful sales professionals face challenges in one or more of these … [Read more...]