People Buy on Emotion, Not Logic

Two people talking at a table

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

Woman sitting at a table with a calculator

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 […]

Step by Step: The Selling Cycle

a visual example of the selling cycle

Establish or uncover a need, problem, or desire.  Intensify the problem and the prospect’s desire to solve it.  Offer solutions to the problem. Get the prospect to take action.

Build Trust By Making Your Marketing Relevant and Transparent

sketch on table

When you begin to use your website and measurement tools for ROI, you have yet another bridge to cross. You need to build trust within the people who use your site and/or respond to your various marketing efforts. The first step in building trust is to be accessible. If your site is easily navigable, even […]