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Permission selling is rarely practiced. This is unfortunate. You practice permission selling when you seek the prospect’s agreement before taking any action that involves them. Permission selling involves the use of statements like, “Is it okay if I…?” or,...
To sell over the telephone calls for a different skill set from selling face to face. What is telephone selling? Telephone sales means just that. Prospecting, interviewing, demonstrating, validating, negotiating and closing all on ‘phone. Here are three things...
Here are 3 reasons why it is important to help customers make purchase decisions. The word selling is ‘dirty’ Unfortunately, selling connotes negative, even fearful images in the mind of the prospective buyer (prospect). Actually, even the statement, “We...
‘What this means is that…’ Such a simple phrase, so rarely used, so costly to selling. Here’s what I mean. Technical language necessitates lay explanation Technical language can be found in every industry. This could be industry or institution...
Prospecting is a science, not an art. Prospecting is the never unending quest to seek buyers for your product or service. I’ve said it before, and will keep shouting from the rooftops. If you don’t prospect, you die. If...
When you don’t sell, you close through delivering service excellence. This is what selling through service is. The more if your service or product is sold as a reaction to a query. Not because of any fault of yours...
