Seek first to understand, not to close

Customers want to buy, not to be sold to Don’t always be too quick to close. As low-hanging as the fruit may be, resist the temptation to pluck it. For all you know, it could be bait. Salespeople are primed to close the sale. Their very success depends on it. So much so that I…

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Three reasons why investing time in converting leads helps

Continually getting leads significantly lowers the prospecting burden. When you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons why sellers should exhaust all avenues to close the lead (complete the sale). First,…

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Why sellers should understand the buying process

Sellers find processes boring and unnecessary sometimes to their detriment. But as buyer, do you really want all the t’s crossed and i’s dotted before you buy? Selling is results oriented; buying is process oriented. Not understanding  this difference may ruin relationships and delay completing the sale (closing).  Here are three instances how. If your…

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Think for the buyer and avoid the dreaded “Let me think about it.”

Usually, this requires that you understand his circumstance because it is the lens through which he is looking at the problem. Think for the buyer to accelerate the sale. Leave nothing for his imagination Spell out how you see the sale going through from his point of view. And do this without disrupting his circumstances,…

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The power of words in nailing clean sales

When a woman says, “We should…” almost always she means, “You should…” So, when selling…. Most likely that salesperson you admire, keeps taking the cake because of her choice of words when selling. Appropriate word usage is indispensable to successful selling.  This has got nothing to do with being an accomplished linguist. Far from it….

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When, and when not to, give options when selling

Options offer the buyer a sense of control. “I’m the one making the decision,” she feels. “Would you like to sign with the blue pen or the black one?” This is a technique in closing. It’s an example of what is called an alternative close. When you stop to think about it, does it really…

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