You’ve heard it many times- customers hate to be sold, but they love to buy. Why is that? Think about it, don’t you despise people telling you what to do or giving you their opinion on what they think you should do? Are you happy or mad when a friend tells you what’s wrong with […]
The 3 Laws of Relationship Selling
Here’s an oxymoron – if you want to be successful in the world of sales, stop selling! You don’t need to convince the prospect to do business with you; they must convince themselves that you are the person they prefer to buy from. Prospects and customers don’t just buy the products and services they need, […]
What Do Customers Really Want-Really!
In the world of professional sales, we’ve all heard it before: sell the customer value; deliver great service. Sell benefits, not features. Handle objections and differentiate yourself from the competition. Close early and often and ask the critical questions. Blah, blah, blah and the beat goes on. So what do customers really want, really? Everyone […]
Characteristics of the “A” Player Sales Professional
We’ve all heard the term “A” player when it comes to putting your All Star team together. The question I’d like to pose is this, is it possible to hire a sales professional who is good at every aspect of the sales process or environment? If you say that the answer is yes, find me […]
3 Musts for Sales Success
I believe Sales is a competitive sport. As we enter 2010, the successful sales professional will look at the economy and say-this will be a great year! In other words it doesn’t matter if we are or were in a recession and it doesn’t matter if the forecast for 2010 is iffy or bleak. Successful […]
Self Awareness and Selling
Selling complex solutions always comes down to people buying from people they have a relationship with. Relationships are built on trust. Trust is developed by showing commitment, follow through and delivering quality solutions that provide value to the customer. It’s that simple right? Well, kind of. The sales professional’s greatest challenge is getting from the […]
The power of influence
Politics is a game of influence. Politicians make a commercial and hope by watching it, you will be influenced to remember them and think favorably of them. They hold a rally and you witness them speak: they seem to be good folks. They shake your hand and its personal, you’ve touched them and it would […]
What’s their decision making style
We know as fiscal years come to a close that its crunch time for closing sales deals. Typically, several are already in the pipeline but have been slipping the past few months as busy buyers delay decisions. Every good sales manager asks the question, “What can the company do to help close the deal by […]
