That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right order or combination, then prospects will…
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders. Sales management has always been a balancing…
This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. You hear it all the time — if your price is higher than your competition you’re told…
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately resonated with it. The kick in…
When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at 4:30pm, they were still there, in…
This stall sets up one of the most frustrating parts of sales – the chase. Think about it: how many times have you sent off your information and, when you’ve been fortunate enough to “catch” the prospect again, you’ve heard: …
What is the real objection to buying your product? The "price is too high" is usually just a smokescreen to some other objection. Ask the right questions and you'll get the answer. Do they see the value in what you…
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale. Tie downs also give your prospect a…
Companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all over it and buy. Well, if you’ve ever tried setting…
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale. As I’ve suggested before, it’s always…
Wouldn’t you like to know a better opening? Wouldn’t you like to find something that doesn’t sound salesy, yet still breaks the ice and gets your prospect to respond positively? Nothing signals a sales call more than that worn out…
