The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

What To Do When a Customer Says “Not Yet” To Closing   We’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode we’ll look at how to move from “not yet” to yes.   Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting. Jeff works with companies large and small all around the world. He is also a published author and is getting ready to launch his 10th book. He used to look at sales from the perspective of the salesperson but now, he’s looking at how a buyer buys. Instead of reading sales books, he reads psychology books to know what’s going on in the mind during the sales process that leads to the decisions people make.    Salespeople are sales counselors because they get to the root of the problem before they try to provide any kind of solution. This is the heartbeat of sales. We understand the customers’ problems and