How to Close the Sale in the Google Era

摘要

In today's technology-driven world, information is cheap. The Internet has changed everything for prospects. No longer do they need the big sales pitch explaining all of the features and benefits of a product. There is a website for that-and probably many of them. Prospects are savvier than ever now that they are armed with so much information. They are also more guarded because of the way sales people have been portrayed over the past 50 years in the media. Finally, prospects are also busier than ever before-the average corporate employee has well over a full week of work piled up on their desk right now. Times are different in the 21st century-sales people and business owners must adapt or fail. A salesperson's job now entails helping prospects identify whether they are the right fit for a particular product or service. Most importantly, the ability to close a sale in today's economy depends more on one's mindset than his or her specific closing technique.