7 September 2016
In a sales call, one side or the other often gets distracted by side arguments. Any time that happens it means that both parties stopped paying attention and the sale is probably going to be lost…
17 August 2016
Selling involves rejection. Not everyone who you pitch to will buy from you. In fact, most people won’t. So how do you best deal with the anxiety around rejection?
27 July 2016
Believe it or not, some salespeople don’t like to talk to prospects about money. And yet why would you expect to meet with someone for the purpose of doing business without talking about the financial side of it?
6 July 2016
One problem salespeople encounter is when prospects don’t buy, they seem reluctant to explain why. What do you do if you’re left in the dark as much at the end of the meeting as you were at the beginning?
15 June 2016
Not all buying signals are created equal. If you fail to recognize when prospects are ready to buy, then you could still lose the sale. Which ones can you trust?
13 April 2016
Why do prospects need to think it over? After all your questions and a great presentation, it is a no-brainer. Be warned 60% of the time people will stay with the status quo unless you have some answers
23 March 2016
There are many different approaches to asking questions as a sales person. If one of them helps you more than the others, does it matter? If efficacy is more important than style, maybe you only need two types of questio
27 August 2015
One reason some salespeople fail is they see sales as a game. When they close a deal, they score. If there is no sale, the prospect wins. What if selling isn’t a game? What if it is much more than that?
6 August 2015
We live in a world where we have almost unlimited sources of reference available to help the earnest salesperson and yet some key aspects are overlooked; this is part one of three studies on the subject.
14 May 2015
When a pitch to a prospect starts to go wrong, most sales people over-react. They point out the features and benefits again or make even more concessions. They do the opposite of what they should do and things only get w
selling skills (27)
persuasion (9)
sales (8)
sales skills (7)
selling (5)
recession (4)
marketing (4)
trusted advisor (3)
discounting (3)
attitude (3)
sales mistakes (3)
