A Surprise Opportunity with The Ultimate Decision Maker I was having breakfast with a client, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were talking about the importance of asking…
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…
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…
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…
If you want to improve the sales performance of your sales team, then you need to stay focused on and monitor what is driving those results - what your reps are saying and doing during their qualifying and closing presentations.…
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up…
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would most likely flat out reject with…
It’s often said that knowledge is power – what should you know about your prospects that would have better prepared you for the outcome just described. It usually signifies a lack of preparation and knowing everything you need to know…
If they're not willing to be involved, then they're just using you either for information or because they are afraid to tell you "no." You can get them involved by asking them to do something for you after you've left.…
Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go? Sometimes during a close you’ll find it necessary to sort…
Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be…
Over the years I have learned that the sooner price is discussed in a conversation, the more of a focal point it becomes. If you have not fully uncovered your prospects problem and determined exactly how your product or service…