Build A Good Foundation In The Sale

Whenever something doesn’t close, or falls off the tracks, it’s not because you’re not good at “closing.” It’s because you didn’t do something in the Fact-Find or Presentation that made them see the value in what you’re offering. They didn’t feel they had a burning need for your product/service and THAT’S why the sale was lost. So make sure you’re taking the time to set a good foundation from the start, figure out exactly what the Prospect’s needs are, and how you can help. If you do that, the close isn’t such a big daunting moment, it’s just signing some paperwork that you’ve both agreed makes sense to do.