Avoid sales urgency because most buyers react negatively to the "opportunity method". Chances are, you’ve all heard a version of it at least once before: “If you really want this one, grab it now, because it’s the last one left,…
Demonstrate your credibility by what you say and by how you conduct yourself. Have the courage to ask tough questions, and have fierce, honest discussions. Seven Steps to Building a Solid Client Relationship The start of any undertaking is…
To build a quality relationship with your prospect, you must sell three things in a specific order. Step one sell yourself, step two sell the quality of your company, and step three sell the value of your products and services.…
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.…