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
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.
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
Shari discusses strategies for multiple week sales and creating value for the price.
