You’ve identified a viable prospect. You make the sales call. During the sales call you get resistance from your prospect. Do you push for the sale or do you realize it’s time to stop selling? Sometimes it’s time to stop selling. Sometimes you learn the unexpected. When you decided to make the sales call, there was a reason you thought that the prospect could and should buy … [Read more...]
Sales Shortcuts to Start Your Selling Year
It’s been attributed to Einstein that he said the equivalent of “Everything should be as simple as possible, but not simpler.” That sounds like a shortcut to me. Here are some sales shortcuts for the new year so you can start your selling year off right and sell more. Learn how a prospect will buy. One of the most important questions to ask your prospects is how they’re going … [Read more...]
Reasons Customers Buy & Become a Sales Visionary: February 2014
Monthly Newsletter with New Ideas to Sell More Now February-2014 The Selling Quote for the Month “A person usually has two reasons for doing something: a good reason and the real reason.” -Thomas Carlyle, historian and essayist (1795-1881) For Salespeople... Listen carefully to your customers’ answers to your questions. Some are too afraid to tell you that they … [Read more...]
How to know if your customer is ready to buy.
There are two factors that motivate customers to buy. They are pain or pleasure. Pain motivates more than pleasure. Unless your customers are experiencing enough pain there is no reason to do anything about it. Yet, just experiencing pain is insufficient to motivate a customer to do something about it and buy. You have to be very clear about how much pain he’s experiencing. … [Read more...]