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Future-Proof Selling

Nov 20, 2019

James Muir continues his engaging commentary on The Future Proof Selling podcast for Part 2 of “The Perfect Close.” If you missed the first episode it’s a must-listen for salespeople and their leaders that left listeners wanting more. In Part 2 James shares the secret magic closing phrases that are 95% successful and only take five minutes to learn.

James is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales – The Perfect Close.  With over 30 years experience in sales as well as having served in every role; James has become a highly valued sales resource.

James has extensive background in healthcare where he has worked with some of the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others.

In this episode James and I explore:

  • Preparing your expectations for a meeting and having a back up plan or approach
  • The two questions that are 95% successful for the perfect close
  • Exploring the differences between add-ons and fallbacks for different situations
  • Adjusting the pace to meet that of the prospects while still making advancements
  • How to handle a customer that's being aggressive in pacing to avoid skipping steps in the sales process
  • Tactics for controlling the pace of the sale and gaining insights into the potential timing for a sale
  • Diverting the early price question towards discovery and ultimately not making price the focus
  • The importance of not setting your anchor low early on in the sales process

For the chance to get a free audiobook copy of James’ book ‘The Perfect Close’ 

  • Go to Twitter
  • Use the hashtag - #growthacumen
  • Tag @SteveN_Coach1 and @B2B_SalesTips

You can check James out at the links below -

James Muir - Website

James Muir - LinkedIn