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The Perfect Close with James Muir Part 1

Joining me on the Future Proof Selling Podcast this episode is James Muir, Founder and CEO of Best Practice International, and the bestselling author of the #1 book on closing sales – The Perfect Close. With over 30 years experience in sales as well as having served in every role; James has become a highly valued sales resource.

James has extensive background in healthcare where he has worked with some of the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others.

You can check James out at the links below –

James Muir – Website

James Muir – LinkedIn

 
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Key Points of our Discussion

  • How manipulative sales techniques could be killing your sales
  • James’s personal perspective on closing and what it means to him
  • Definitions for advances and continuations in the sales space
  • Problems that may arise from clumsy closing
  • Being smart with closing techniques to avoid tarnishing clients trust
  • The importance of intent over technique
  • The secret weapon that sales people don’t realise they have
  • 3 questions you should ask to put your core planning to the test
  • Examples of how James provides value to clients
  • A look at the customers potential actions and how to build engagement to drive a sale
  • Understanding what you can and can’t control in the sales space

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Your Host

Steven Norman

Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.

Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.

Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service

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ABOUT steven

Welcome to my passion project!

Having been through more than a hundred quarters as a sales professional and tech sales leader – believe me I have felt all of the highs, lows and pressures.
  • 20+ years in senior management within the technology space
  • Managed high performance sales teams in enterprise markets across the Asia Pacific
  • Responsible for over US$4 billion in sales
Trusted consultant to some of the world’s leading enterprise tech companies, and exciting SaaS startups.
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Steven Norman

“Optimise your sales structure to set yourself and your team up for long-term success in this high intensity and challenging market.”

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