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.
Every day, in hundreds of sales offices around the globe, salespeople anticipate – and managers prepare for – “The Sales Meeting.” For some teams, the sales meeting is something to be endured and suffered through before they can finally get to work. Others, however, have
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
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
The last decade has been a gold rush of searching and gathering information on the Internet. Videos, news, personal information, and opinions are so prolific that the next decade will likely be more about filtering information than acquiring it. Consider Google Alerts, Facebook, Twitter, Linked