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 […]
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. […]
You’re feeling great. The buyer says he will accept your offer, and the deal appears to be all but closed. At this point, you want to finish the sale, reap the glory, and collect the commission. You’re vulnerable. What happens if the buyer tries to negotiate one additional advantage, one that is actually unfair? Here are […]
If you use direct mail to market your products or services, you already know that a postscript at the end of your sales letter is a must. Most people will look at the P.S. even if they don’t read the letter itself. The P.S. should be an important element of your letter, but it shouldn’t […]
You’re at a networking event or riding the elevator. Standing next to you is the ideal prospect, but this is no time to launch into a sales presentation. You’ve got one minute, at most, to explain who you are and what you sell in a way that will spark the prospect’s interest. Here’s what to […]
