Customers don’t know what they want. It is a sad truth, rarely verbalized. So treat customers like patients. Help treat their pain through insightful questions, thought through before the meeting Customers are like patients. Sell to them like a...
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When you have a customer ‘cornered’, instead of thumping your chest for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong, he’s still right. I learnt from a security expert that riot police have...
The golden rule in sales: do unto customers as you would have them do unto you “You are so gullible. You clicked on this article voluntarily. Nobody forced you. And now you want to complain about how I write?...
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with,...
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said,...
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This...
Benefits sell features tell. A guide to emotional selling. Why do you dress?” I usually ask participants during my workshops. Almost always, there’s an awkward silence, with participants wondering the absurdity of the question; and then the answer follows...