Digital Selling and Sales Training Journal

  A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. To keep the sale moving forward to a successful conclusion, salespeople need to gain a series of commitments from the customer. In this guide, we will explore proven strategies that can help you close more sales and achieve your goals. From assumptive and urgency closes to fear of loss and alternative closes, we include practical examples and insights to enhance your closing skills. Whether you’re a seasoned sales professional or just starting out, this guide will equip you with valuable techniques to confidently navigate the closing process and secure successful deals. What does ABC, or ‘Always Be Closing’ really mean? Does it mean being a pushy salesperson—pressuring the customer to decide? Not n...

Build your process with these easy and quick-to-understand steps. Having a documented sales process is one of the biggest contributors to sales success. An effective sales process helps you track your opportunities, create a common language around the steps of the sale, and make accurate forecasts. Different companies have different names and definitions for their sales stages. Depending on the size and complexity of the deal, sales processes can have between three and eight sales stages. But it doesn’t matter how many there are or what they’re called, as long as everyone agrees and understands each stage. What Are the Main Sales Process Steps? Regardless of whether you are new to sales or an experienced salesperson, the following easy-to-follow steps will guide you through a successful process that adds to your sales engagements. As what each company sells to whom is different, you should adjust or add steps as needed to accommodate your business, product, or prosp...