Insights
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
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
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
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.
When you begin to use your website and measurement tools for ROI, you have yet another bridge to cross. You need to build trust within the people who use your
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
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 important to know, as long as you
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
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.
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 the bases, but the