We live in a world that demands results. We also expect stellar service or customer delight. Mediocre service can only be tolerated when you don’t have a choice, like when you’re going through security in the airport. But if your…
Think of past sales you’ve made and ask yourself - how much of a factor was trust? For most people trust is key to building a relationship which can lead to making the sale. Stephen Covey is known for his…
If you lead with features of your product or service instead of benefits, your main objection from the client will be cost. When you uncover their needs and then present the benefits of your products and services that meet those…
Your job as a sales professional is to help your prospects understand their need and to feel the pain that can result from avoiding a solution. According to life insurance industry studies, 36% of clients don’t recognize they have a…
Every sales professional feels frustrated when they’re put on hold even after receiving all the buying signals, including agreement with your solutions, price and service. 3 Reasons Clients Procrastinate According to a recent study on issues facing the life insurance…
3 Tips For Selling to Your Prospect’s Brain You’ve heard many sayings when it comes to selling, such as customers buy emotionally and then back up their decision with logic. Or, how about, “you sell the left brain and you…
A new year for your customers usually means a new budget cycle and now is the time to stimulate their interest and get ahead of the curve. You’re not discounting your products and services, you’re adding value that might attract…
Winning companies are the ones that give power to the employees to make decisions that are in favor of taking care of the customer. Does your culture put the customer first, does it empower the employee to solve the customer’s…
If your pipeline isn’t full, you may be wondering how you can avoid and get out of that “sales rut”? In the age of social media there are more ways and opportunities to make yourself visible to your prospects and…
Here are 3 Ways to Peak your Prospect’s Interest Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests to consider your products and services.…
Savvy sellers know that trying to win a deal with partial information is akin to Tiger Woods expecting to win a golf game with only one club in his golf bag. Depending on who he's competing against, it's not impossible,…
The most successful sales professionals always focus on the needs of their customer. This puts them at the center of attention. When they feel valued for the information they share and you work to craft the right solution at the…
