Gerry Weinberg & Associates

Rethink 'closing the sale' as the start of a partnership. Seize the moment for seamless delivery and referrals. Act immediately post-sale for future business opportunities.

Discover the perfect blend of art and science in management, and learn key strategies to inspire, motivate, and lead your team to success.

We have discovered over the years that most sales reps skip the discussion about investment entirely, then try to sneak in their pricing at the end of their presentation. Does that work? No. It usually results in a “Let me think it over” response. Find out what to do instead here

What do you do when a buyer or a prospective buyer says something aggressive or confrontational? Do you have the urge to “push back”? Instead of “fighting back”, our advice is to “fall back.” Here is the best response to use:

I love prospecting! Says no one ever. So why do we do it? Because we know we have to do it in order to get the end result. Here are 3 tips that can make your prospecting strategy more effective and more enjoyable.

Have you ever sat in front of a prospect and thought you should say something – but didn’t?

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

How comfortable are you, on a scale of 1-10, when a prospect says, “I’ll think it over?” Answering anything other than a 1 could be a problem.

We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason.

One of David Sandler’s classic selling rules sounds like a bit of a riddle when you first hear it: Don’t buy back tomorrow the product or service you sold today. Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?