March 2, 2015
3 Rules to Project Confidence and Create Urgency
Follow these three rules to project confidence to your customers. Failure to do so will jeopardize your earnings.
Closing the sale
Closing the sale
November 4, 2014
Ask the Tough Questions: The One Thing That Sets Apart the Best Leaders and Salespeople
Your ability to hold yourself, your customers, and others, accountable will make the difference between having a little respect and having tremendous respect.
October 28, 2014
Having Trouble Getting Your Customers to Commit?
If you are in sales, I’m sure you’ve heard the adage “If you confuse them you lose them.” This has never been truer than today, in a time of information overload.
October 21, 2014
The #1 Reason They Won’t Buy From You and What You Can Do About It
One of the main reasons people don’t purchase a product is because they either don’t trust the salesperson, or they think the offer is too good to be true. Sometimes, our customers ask us questions just to see if we give them an honest response.
October 14, 2014
Surprising Secrets to Overcoming Objections
One of the biggest mistakes salespeople make is that we over answer objections at the beginning of a sales encounter.
September 23, 2014
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
September 9, 2014
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
June 17, 2014
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.
April 8, 2014
Anything that can be told can be asked. Don’t you think?
Our customers learn about our program and become comfortable with it by seeing and doing. Too many salespeople rattle off facts and attempt to educate their customers without visually and actively involving them. Rather than telling your customer a piece of information, encourage them to
December 10, 2013
Be Bullish
Shari discusses strategies for multiple week sales and creating value for the price.
