The Dos and Don’ts of Price
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s time to talk price. What do you do? If the buyer mentions price first and you’re not yet ready to talk about it, you can […]
Developing 20/20 Hearing: A Skill That Can Boost Sales
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps to help salespeople develop “20/20” hearing: 1. Tune in totally. Before meeting, decide to listen 80% of the time and talk only 20% of the time. […]
Polish Your Negotiation Skills
Your sales force can speed through negotiations painlessly by keeping these pointers in mind. FOCUS ON THE OUTCOME. Let your customer know that your goal is to help him at a fair price for both of you. Keep the atmosphere friendly and calm. DO YOUR HOMEWORK. Gather as much information as you can ahead of time. Study […]
Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the key contacts at each customer. The more people who know you, your company, and your merchandise, the better chance you have of making the sale from […]
10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Using poor opening statements. Buyers today want to purchase from people they trust, people they know, and people who excite them. When on the phone, sit up, shoulders back, […]
