Mark Shonka

Sales Tip: The Closing Question

In our last Tip, we emphasized the importance of doing your homework to optimize your message, as well as your delivery of the message. Set the stage for your closing question by making a compelling case that a relationship between your two companies will support their efforts to drive specific...

Mark Shonka

Sales Tip: The Closing Forum

In our last Tip, we talked about the importance of identifying the decision maker in order to close effectively. Now that we know who the decision maker is, we need to figure out how to get a meeting with them. After all, it’s hard to close a decision maker without a suitable forum.

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Mark Shonka

Sales Tip: Closing

There is one constant in sales – for us to be successful, we need to close and close well.

What does it take to close? The subject of this Tip is one of the most basic factors associated with closing – we need to identify and gain access to the decision maker.

Although a...

Mark Shonka

Sales Tip: Influence

As sales and relationship management professionals, there are few tools more important to our success than our network. We look to develop coach relationships, uncover and gain access to decision makers, and deal effectively with gatekeepers. 

Another thing we attempt to do is...
Mark Shonka

Sales Tip: Doubling Down

Throughout the course of the pandemic our job has been getting more difficult. Restricted access to customers and prospects, supply chain issues, and an environment of general uncertainty made acquiring new customers and managing existing customers much more challenging.

As we move...

Mark Shonka

Sales Tip: Slow Down to Speed Up

Many of us are feeling pressure now more than ever. We need to win new deals, extensions, and renewals. At the same time, things are more complicated than ever before – there are more stakeholders involved from the customer side, we face internal hurdles, economic uncertainty looms, etc. This...

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