Welcome to article 20 of our 20-article series on Becoming An All-Star Sales Person.  Today, we’ll focus on asking for referrals as part of the Post-Close.

In previous articles, we’ve talked about the first two aspects of the Post-Close, confirm the details of the agreement and eliminate buyer’s remorse.  Today, we’ll focus on asking

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Welcome to article number 19 of our 20-article series on Becoming An All-Star Sales Person.  Today, we’ll continue with our conversation regarding the Post-Close.

Remember, there are three reasons for doing a post close.  One—you confirm the details of your agreement.  Two—you eliminate buyer’s remorse and prevent cancellations, and three—you ask for referrals.  Today, we’ll discuss number two—eliminating buyer’s remorse.

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Welcome to this 18^th article of my series of 20 on closing the sale and Becoming An All-Star Salesperson.  Today, we’ll talk about what you do after you complete the sale—the post close!

The post close is what you say after you have successfully closed the sale.  There are three parts to it: confirm the details so that your buyer will know what to expect and won’t have any unrealistic expectations; eliminate buyer’s remorse so there’s no cancellation; and ask for referrals. 

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Welcome to article 17 of our 20-article series on Becoming An All-Star Sales Person.  We are going to continue our discussion of closing the sale today.

I call this the non-close close because there is no effort made to talk your prospect into anything.  Here is how it works.  After you’ve finished your presentation summary, you

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Welcome to article 16 of our 20-article series on Becoming An All-Star Sales Person.  In this article, we continue our discussion of closing the sale.

The Minor Point Close is a variation on the basic assumptive close.  Like the basic close, you start out acting as if you expect a yes and you present one or two benefits that your prospect liked.

Here is where it becomes a little bit different.  You ask

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Here is #15 of our 20-article series about Becoming An All-Star Salesperson.  Today, we’ll talk about closing.  If you can’t close, everything else is for naught.  Your preparation, your approach,

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This is my 14^th article of our series of 20 on closing the sale and Becoming an All-Star Salesperson.  Today, we complete the presentation portion of the sales call.

There are four parts to making a good presentation.  One—introduce the problem or need; two—tell your approach to the solution; three—give your specific solution; and four—summarize what you say.

Today, we’ll focus on part four—the summary.  In the previous three videos,

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Here is our 12^th article about closing the sale and becoming an All-Star Sales Person.  This series has 20 individual pieces about selling faster and better.

In this essay we continue our discussion about creating an irresistible presentation in your sales call.  There are four parts to a successful sales presentation.  One—introduce the problem or need, two—tell your  conceptual approach to the solution, three—give

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This is my 10^th article of my series of 20 articles about closing the sale and becoming an All-Star Sales Person.

This article concludes our conversation regarding probing.  We’ve previously discussed open-ended, closed-ended questions, I’m wondering and today we’re going to talk about the question mark question.  The question mark question is used to delve more deeply into a comment

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This is article nine of our 20-article series on Closing Sales and Becoming an All-Star Sales Person.  Today, we’ll continue with our discussion of probing.

You’ll recall that there are four different ways to ask questions—open ended, close ended, I’m wondering and the question mark question.  Today, our focus is on “I’m wondering.”

“I’m wondering” can be used for either an unlimited response as in an open ended question or to get a brief direct response as in

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