In sales, one of the most famous things people say is: "Always Be Closing".
That’s wrong. In fact, research shows that pushy sales reps who pressure customers are a total turn-off and are actually LESS effective.
It's all about the soft close AFTER you have done an amazing job at discovery and have prevented/overcome ALL objections, met all needs, and confirmed or created a compelling need.
If there's anything you should ALWAYS be doing, it's prospecting.
Nurture that funnel. Water it, and see it grow. Even in the winter, trees need water, and even in good times, your funnel needs attention.
That way, you won't be sitting in front of your computer one day, looking at your funnel, wondering where the next deal is coming from.
What do you think? Share with me in the comments!
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