James Muir is the best-selling author of “The Perfect Close” – a book that leverages the latest science to show why applying the old counter-productive closing tactics are holding salespeople back. I’m delighted that James has agreed that I can republish the following article as a guest post.
James explains why the traditional crude closing techniques taught in conventional sales training, far from improving our chances of winning a deal, are actually counter-productive in complex high-value B2B sales…
Proponents of closing gambits would have you believe that these approaches can be applied effectively across a wide spectrum of sales—everything from rocket wreckage to everlasting Gobstoppers. Research suggests otherwise.
What does the data say?
Neil Rackham discovered in his research that closing techniques can indeed be more effective when the scope of the sale is small.
What the study found is that when the value of the goods being sold was small,
