Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
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Toxic customers come in many forms. This one punctuated every sentence with the f-word while liberally sprinkling its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his...
Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating...
Relationship management in customer service begins with the realization that you need the customer more than he needs you —especially at the very moment it feels like you have the upper hand. I am not blind to the fact...
You would rather lose the sale for lack of sales knowledge than product knowledge. This simple truth is at the heart of effective sales language. Product knowledge alone does not sell. True. This speaks to the inability of translating...
Customers don’t reward effort. They reward clarity. Clarity in selling is King. You can work hard and still be irrelevant. Much like the student who, bereft of the answer, fills a foolscap with words hoping something sticks, or the...
If it doesn’t serve you, sacrifice it. Good Friday is one of those days that invites reflection, not celebration. It’s not about what was gained first — it’s about what was given up. It marks a moment of sacrifice,...
Price objections are rarely about money. They’re about doubt. The customer doubts you or doubts what you are saying – in that order. It’s much easier and face-saving to report that, “They say we are expensive,” than, “I was...
“Let me be clear,” the Director of Sales of a well-known company in the manufacturing sector asserted. “We do not do brown envelope; we do not bribe. We are the leaders in our industry and have been in business...
Silence is a weapon. Use it. Sales is not about talking more. It’s about making the buyer talk themselves into clarity. When used intentionally, silence in sales becomes a weapon — a way to guide reflection, build ownership, and...