Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is in will help your sales strategy. Deciding to decide. Before customers select a product to purchase, they have to make up their minds to buy in the […]
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sales in which the buyer made a decision similar to the one you need from this buyer. Remember that adults act on precedent. P – Perceived value: Your buyer’s perception of your solution must […]
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions to which he or she will answer yes. This helps to establish the right frame of mind. Keep digging for the reasons behind the prospect’s objections. To every objection, […]
Study Reveals Crucial Sales Tips
If you want to sell executives on a proposal, service, or project, your presentation must be organized – and it should also be informal, relaxed, and conversational. That’s a major finding from a study of 162 executives conducted by Genesis Training Solutions. Here are other suggestions to consider: Avoid a hard-sell approach. Stay away from hype and […]
Continuous Learning Increases Territory Sales
Do you approach every sales call as a learning opportunity? Do the customers in your territory view you as a resource for new information? The best approach is to use a continuous learning mentality. Consider the following: 1. Develop a personal library. […]
