“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
Get Out of a Sales Slump Fast If you are a salesperson in the midst of a sales slump, you know you have to get out of it, and fast. Here are steps you can take to minimize the negative…
A sales conversation involves two parties; the salesperson and the decision maker. The premise of this conversation is that the salesperson will try to present the decision maker with features and benefits to create a compelling reason for him to…
It goes without saying that in the process of professional selling, the sales conversation concludes with the prospect being asked to make a purchase. To fully understand the power of commitment questions we first need to look at what happens in…
From the lessons learned from Jordan’s mastery of the mental game of winning we can find paths to the same level of success in professional selling. The key to doing so is in finding parallels with the mental game of…
Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional. Without that art, the…
An entire industry has been created around goal setting with the promise that salespeople can sell more by setting better goals using better methods. The problem is that none of these traditional methods address the reasons why goal setting just…
