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 relationshi
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 you
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 act
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 invi
Put a Spin on Your Questions
The next time you’re trying to identify a customer’s needs, remember the acronym SPIN. S. Situation. What is the customer’s general background? This is
How to Work a Customer in One Minute
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
They’ll Need to See Your Message 29 Times Before They Buy
This is what some marketing experts call the “Law of 29.” Whether or not you agree with the number of exposures it takes through the sales cycle is not important. What
Words That Kill the Sale
Despite the popular saying to the contrary, words can sometimes be stronger than actions. An example is when you’re presenting to a prospect, and you’ve covered all th
Make Them an Offer They Can’t Refuse
If you make your customer feel comfortable about a potential purchase, you’ll improve your odds of making the sale. Put prospects at ease by giving them a free trial period
Sales Strategies for Superstars
Want to reach the top of your profession? Don’t rely on luck. It takes hard work, dedication, a constant willingness to learn, and more hard work. Don’t just be a pro