Close faster. Limit the options. The fewer the choices, the easier it is for a customer to make a decision. Too many choices confuse customers. “When you go to the market to buy two apples, why do you get disappointed when you find only two remaining?”, the advert used to ask, and then would give us
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To thrive the salesperson must make the discussion, not about the lowest level of Maslow’s hierarchy of needs in selling, but the levels above it. And the levels above it are all emotional. The progressive salesperson plays in this emotional space. The Chairman of a renowned multinational manufacturing concern once startled his staff when he
Marketing and product differention, Maslow's Hierarchy of needs and selling, Using emotions to sell, why we buy what we buy
New Year new things they say. And for the progressive salesperson, New Year, new opportunity to learn from the goings-on this season. Because he knows sellers must be good advisors. This season some things will remain the same. From tomorrow, just like last year and all the years before it, like the exodus out of