Rather than focusing on how to close a deal, salespeople should concentrate on executing the entire sales process properly, writes Sean McPheat, managing director of MTD Sales Training. Always have an objective in mind when you meet with your customers, and make sure that prospects see you as a trustworthy individual, he advises. "As you create trust, you build believability, and this opens up the connection and relationship between the two of you," he writes.

Related Summaries