We all know the path to a sale is lined with effective questions. Most salespeople have a series of great, thought-provoking questions for their prospects, but deliver them in an off-putting way. Buyers recoil when you go too deep, too fast.
Effective communication extends well beyond the spoken word and how it's interpreted. Learning how to recognize nonverbal signals—in both yourself and in others—can mean the difference between winning and losing a sale. This week on the Heart and Sell Podcast Series, Shari Levitin, author of Heart
It’s not often that someone who is dying counts their blessings. With only six months left to live, neuroscientist and author, Oliver Sacks did just that. Sacks, diagnosed with terminal cancer, wrote a series of inspiring essays just before he died titled Gratitude.
When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things
Your prospect loves it and tells you you’re terrific. Furthermore, this is the exact product they’re looking for. Then out of nowhere they tell you the dreaded, “I need to think about it, we’ll get back to you, “or “I need to run it by
Many salespeople think “If it’s just cheap enough, they’ll buy it.” I’ve got news for you: if you make anything cheap enough, someone will buy it.
Asking the right questions in the right way and at the right time is a powerful combination. Questions transform your relationships and allow you to uncover customers’ deep, often hidden emotional needs.
