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

Many small business owners and sales reps face challenges with closing, and there are five closing mistakes that will prolong your selling cycle. I met Chala Dincoy at the Eastern Minority Supplier Development Council ROAR Conference, and today she’ll talk to us about the mistakes that can delay or prolong your selling cycle. Chala is an elevator pitch coach who helps people get into the room. Then, once they’ve landed a sales meeting, she helps them close it faster. The greatest challenge, she said, is getting the appointment because people don’t stand out. About 86 percent of buyers think you’re the same as your competition. Now she teaches reps how to get through the noise and stand out. Interestingly, she pointed out that many companies don’t use titles like “sales rep” on their business cards anymore because it puts people off to see that someone is in sales. THOUGHT LEADERSHIP   If you aren’t targeting a specific industry or interest group, you’re always in the wrong room because you’re too generic. Yo