How do you know when to close?  Creating a checklist is a simple way to help sellers recognize when they should be closing. A Ready to Close list is a set of high-level actions that should happen for an opportunity to close.  

Asking for money is the most challenging part of sales. Weak closing skills prevent decent sellers becoming good/great sellers. Closing is intimidating enough to keep some people altogether away from sales.  If you research how to close, the number of ways to close is a staggering, proving there’s no shortage on how to ask for the deal.  In my training, I preach continual closing to get buy-in as the meeting progresses to diminish the level of uncertainty and angst leading to the close.  

Every industry has the seasonal ebbs and flows for sales and customer acquisition. You can either take up meditation and accept it or work to minimize the damage the slow months have on your goal. One of the most popular fixes is having your marketing plan for lead development established well in advance of the forecasted blips in sales.   

To ensure you hit the finish line in 12 months, you need to make sure your top sellers are off to a great start. One of my favorite bosses, Kirk MacDonald, told me you always ride your big horses. Riding your big horses harder goes further than trying to get the others to catch up. Here is how you ensure your top sellers are prepared for the new year.