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 […]
Step by Step: 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.
Don’t “Sell” People. Let Them Buy.
It’s very interesting to study what motivates people. For example, nobody wants to be “sold” anything, yet everybody likes to “buy,” Buying is an invigorating activity. Buying is acting on a decision and taking control of a situation. Buying provides a sense of power. A salesperson can take advantage of this motivation by doing more […]
