Archive for Category: Active Listening

The face-to-face sales meeting still trumps. Use it

Insist on face-to-face sales meeting. At the meeting, dialogue, listen, take notes. Get to the nub of the issue. Then consensually agree on way forward. After all, even in a pandemic, we are still social creatures. This piece of advice should be Holy Grail for two sellers. The business to business (B2B) one for whom

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How do you build trust in selling?

How important is it to build trust in selling? Changing hastily made commitments raises eyebrows, and breaks trust. Understand the scope of work before pricing it. The more if you are In the B2B (Business-to-Business) industry, where tip-of-the iceberg symptoms are verbalized as the iceberg problem by the potential buyer (prospect). Take the institution (a

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For more sales spend half your time with buyers

This way, he has you top on his mind which incidentally, he doesn’t. His focus is on his job, not yours. Time management is a huge challenge for most sellers. Interestingly, they doesn’t see it that way but instead lament that, “I have too much to do.” And it’s easy to see why. Most sellers

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Assure buyers by giving them what they need, not want

Assurance. A singular word that means a plural of emotions. And, retained, or new, sales. Assurance is a positive declaration intended to give confidence; a promise. Assurance is what a customer who is going through uncertainty needs- not what he says he wants. Confused? Hang on. You have my assurance that you’ll get it. When

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