Jordan Hwang - The Art of Closing a Sale
Jordan Hwang, VP of Sales at Chart.io talks about:
• Even after qualification, demo, and evaluation are passed, how one needs to successfully handle objections, leverage urgency, and navigate to a win-win to actually close a sale.
• Objection handling with LAER
• Listen, Acknowledge, Explore, Respond
• Framework to getting to a close
• Understanding your prospect’s landscape, their buying process, case studies, leveraging urgency, and effective negotiation