I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [Read more...]
Sell more when you quantify a customer’s problem.
You probably know that for a customer to buy something from you, there has to be a problem or a need. The customer can do nothing (and often does) unless there is a problem to solve or a need to fill. If you’re executing an effective questioning strategy, you are uncovering your customer’s need or pain. You might have found that your products can reduce downtime, reduce … [Read more...]