If you were to poll all of your customers as to why they bought from you, they would respond with a variety of reasons. What follows are the most common reasons why people choose to make a purchasing decision and…
The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you. Fear of making the wrong decision. Fear that the product or service will not…
One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about what goes through your mind when…
Selling is the art of creating new possibilities and solutions. Salespeople are responsible for the creation rather than the controlling of solutions for their prospects. As such if you are a highly creative salesperson, then there is no need for…
‘The more we try to maintain control in our lives, the less freedom we create for ourselves,’ illustrates one of the many paradoxes in life. While we may strive to maintain control over our lives, our careers, even over other…
