In 1500 words or less, each post will give you something you can use TODAY to build yourself, your people and your organization whether your organization is a "for-profit" or a "not-for-profit."
All organizations should develop, empower, and foster accountability with their sales associates, unfortunately, many do not. No one disputes the need for guidelines and policies; however, your rules should help facilitate business not drive customers to your competition. Be careful that rules for 1% of your customers don’t negatively affect the other 99%.
Opting out of the race to zero margins, zero profit, and zero loyalty will make you different. Listen to what customer’s say, price is important but so is value, build value and you build loyalty.
Each of the 6 steps is important, the final two steps simply finish the process we started with Building Rapport. If you have done the preceding 4 steps, closing should feel natural. Most people ignore the 6th Step and it is really the key in your sales relationship with your customer.