How often do we hear the word “no” and simply give up? Does no really mean no? Great salespeople realize that the word “no” simply means, “I need more information before I say yes.” I shared this concept with a friend of mine who is
A challenge for many sales people is creating urgency and commitment from the customer who appears to love everything about the offer, but simply won’t commit to spending dollars today. What’s the secret to handling the client who is agreeable throughout your sales presentation, who
No one likes a slump but almost every good salesperson goes through at least one in their career. If you find yourself in a slump, follow these proven techniques to get back on the fast track.
If we don’t ask we don’t get. I remember reading a report last year that showed that less than 50% of all salespeople ever asked for the order, let alone a proportionately large order.
When we’re not concentrating on certain positive behaviors, we default into behaviors that prohibit us from getting a sale.
Did you know that according to a study by the US Navy, the attention span of the average person is only thirty seconds? That means every thirty seconds your prospects are thinking about picking up the dry cleaning, their date on Friday night or the
What do you tell people about owning your product? Do you tell them that it’s fun, thrilling or maybe adventurous? Do you share with them how good they’ll feel when they’re using it? Most of us have learned about the benefits of emotional selling or, as
These days, we live in a world where texters, emailers, and phone callers expect an instant response. It’s urgent, you know! As salespeople we too are seeking an urgent response, many of us expecting it within 90 minutes. The problem with all of this instant
Recently I was at a wine tasting event and I heard an interesting tidbit: the worse the soil, the better the grapes and the more delicious the wine. This may seem contradictory until you dig deeper. It takes a lot more effort for grapes to
