The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline…
In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think…
Stop beating around the bush! If you want something, you have to ask for it assumptively, assertively, and confidently. When you do, the answer is more likely to be "yes".
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
If a customer doesn’t like a store, or has a bad experience, they can choose to leave. Most can go down the street, find the same product and purchase from the competition. Trying to keep or woo customers with the…
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly sales rep who was trying to…
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…
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing you from moving on to another…
Closing more sales in 2015 is not only possible, but it’s going to happen to many sales reps and companies this year. But, it will only happen if you keep to your New Year’s resolutions to do some things differently. …
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate. Here are…
So many times sales people are focused solely on the product they sell, the features and functions but then miss the real opportunity hidden within the customers’ needs and goals. Selling features and functions is not value. Benefits that solve…