Author Archive: Claude Whitacre

Claude Whitacre has been selling for nearly 40 years. He has broken company sales records, been a speaker at industry conventions and trade shows, and still makes sales to test ideas and teach what works. He is regularly asked to speak for business owner groups on selling. Claude speaks to groups of business owners and salespeople... and nobody else. Subscribe now to get more posts like the one you just read, product updates, and announcements of new books by Claude.
Be sure to subscribe to my Youtube Channel to get the latest video training. Youtube Username; Sales Prospecting And Closing Sales.

rss feed Facebook Twitter YouTube

Author's Website

The Last Sales Close You Will Ever Need To Answer “We’ll Let You Know” or “We’ll Think About It And Give You A Call When We Decide”

The Last Sales Close You Will Ever Need To Answer “We’ll Let You Know” or “We’ll Think About It And Give You A Call When We Decide”

[ 0 ] February 6, 2018 |

Guys….have you ever presented an offer to a customer/client…and they kept saying “Let me think about it”…over and over again? This is the very last close I ever use.If they say anything other than “Yes” after this, they are a lost cause. I’ve personally used this close as a last ditch effort, and really…it gets […]

Read More

The Single Best Answer To Nearly Every Sales Objection

The Single Best Answer To Nearly Every Sales Objection

[ 0 ] February 3, 2018 |

Guys; I just got off the phone with a guy that is selling consulting services. He was telling me that everything went well in his “interviews” until the prospect would raise a buying objection. He said that almost always that objection would be a variation of “We’ll get back to you”. He wanted to know […]

Read More

Keep Prospects From “Thinking It Over” And Shopping Your Offer.

Keep Prospects From “Thinking It Over” And Shopping Your Offer.

[ 0 ] January 23, 2018 |

If you sell one idea, one package, one program, one service, one product….or even just a few offers, this will apply to you. If you sell 1,000 different items, it will not apply to you. This is the single smartest thing I have ever implemented in my own selling. Nobody does it, and it will […]

Read More

Comparative Pricing To Stimulate Sales, And Make Your Middle Offer The “Go To” Offer.

Comparative Pricing To Stimulate Sales, And Make Your Middle Offer The “Go To” Offer.

[ 0 ] January 20, 2018 |

This is not about pricing your offer to increase sales of a single offer. It’s about pricing your offer…[I]compared to other offers you have[/I], to stimulate sales of the offer you want them to buy.. Buyers have an unconscious need to feel as tough they have “shopped around”. They want to feel as though they […]

Read More

Pricing Experiments I’ve Done. So…You Think Your Price Matters?

Pricing Experiments I’ve Done. So…You Think Your Price Matters?

[ 0 ] January 17, 2018 |

I was being interviewed today about selling techniques…and the subject of price came up. I’m going to shorten this to just give the essentials about pricing experiments I did in the past, and their results. I had an office with about 8 salespeople. We were selling our vacuum cleaner (in people’s homes) for $1,589. One […]

Read More

Ask “How Is This To My Advantage?” When Change Comes.

Ask “How Is This To My Advantage?” When Change Comes.

[ 0 ] January 16, 2018 |

A related thought to my last blog post….¬†How Is This To My Advantage? It doesn’t apply to everything that happens. If you get cancer, it won’t apply….. But I remember one winter (in 1977-1978, I think) Everyone in town was snowbound for several days. I lived in a mobile home at the time. These were […]

Read More