Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. He responded with one of three comments: 1. Keep sending this sort of critical information. 2. Send this to a responsible person on my team, […]
Make ‘Em Laugh
If, during a cold call, you get an “I’m not interested” from a prospect as soon as you state your name, simply smile and respond, “Well, I’d be very surprised if you were at this point!” Your humor may catch the prospect off guard and buy enough time for you to launch your presentation.
People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they should buy, sales will stall. It’s a salesperson’s job to uncover customers’ hidden motives. Here are four motives to identify if you want your customer to take action in […]
Close Without Being Pushy
A common theme among salespeople is the fear of coming off as pushy. Some salespeople won’t even ask for the sale because of this fear. They want to build a solid relationship with the prospect, so they’re concerned they’ll appear intrusive if they ask for the sale. This fear of appearing too pushy is nonsense. […]
Get Your Price
For those times you work hard finding the product that will suit your customer’s needs only to face getting beat up on the price, here are a few helpful ideas to preserve your margins: Establish a consistent position. Consider the automobile industry. During ’60s, ’70s, and ’80s, negotiating prices was so common that nobody would […]
