5 Ways to Turn a “No” Into a “Yes”
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
5 Ways to Tell if Your Client is a Professional Procrastinator and Won’t Commit and 3 Easy Steps to Get Them to Buy
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
Ten Keys for Beating a Sales Slump
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.
Just Ask: This Mistake Can Cost You a Fortune
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.
Overcome These 5 Tendencies to Boost Your Sales Performance
When we’re not concentrating on certain positive behaviors, we default into behaviors that prohibit us from getting a sale.
5 Methods to Hold Your Customer’s Attention
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
5 Sure-Fire Methods of Creating Emotion in Your Sales Presentation
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
Overcoming Objections – When It’s Not So Urgent
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
