A practical guide to creating genuine urgency in sales — grounding it in the prospect’s real needs, costs of delay, and timeline, rather than manufacturing fake pressure that damages trust.
Sales · Topic
Closing & Negotiation
Expert guides, analysis and tool comparisons on Closing & Negotiation from the kurums.com Sales desk — written for business decision-makers and updated as the market moves.
- 6 guides
- Updated Jun 6, 2026
Latest in Closing & Negotiation
How Do You Negotiate Effectively in Sales?
A practical guide to sales negotiation — the principles of reaching a mutually good deal, protecting value and margin, key tactics, and how to negotiate without simply discounting away your worth.
How Do You Handle Sales Objections Effectively?
A practical guide to handling sales objections — why objections are normal, a proven framework for responding, the main objection types (price, need, trust, timing), and how to address each.
What Are the Most Effective Sales Closing Techniques?
A practical guide to effective sales closing techniques — the assumptive, summary, and alternative closes and more, plus how to read buying signals and ask for the commitment naturally.
What Is Closing in Sales and How Does It Work?
A clear guide to closing in sales — what it really means, why it is the natural outcome of good selling rather than a high-pressure tactic, the right mindset, and how closing works.
Always Be Closing: A Sales Philosophy for Professionals
The “Always Be Closing” (ABC) philosophy emphasizes the relentless pursuit of closing sales through persistence, focus, and proactive engagement. Popularized by Alec Baldwin, ABC guides sales professionals to maximize opportunities and build confidence. It highlights strategies like qualifying leads, addressing objections, and creating urgency, while cautioning against over-aggressiveness and ignoring customer needs.
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