The Last 10 Minutes
If you take a really long look at the sales hallway or really any other sales process out there, you’ll realize one thing: every single step in the sales process is all geared towards helping you in the last 10 minutes of the sales call. The last 10 minutes of a sales call is where you get paid. You could be the greatest at doing your product demonstration or have one of the best signature stories out there, but if you can’t close the deal, you’re nothing more than an unpaid consultant. You HAVE to be willing to close. You HAVE to be willing to step forward and close that deal. It’s those last 10 minutes that will decide whether you’re selling or consulting.
Watch this week’s tip to learn just how important the last 10 minutes of a sales call are.