Just by changing the frame of a picture, you make it look different. Try it. Easier still, watch the same video on your phone, in landscape then portrait- it’s a completely different experience. And that’s what reframing is. In...
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Objections are the archenemy of the average seller. The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”,...
Close Faster, Simplify the Sale. The buyer isn’t asking to get the nuts and bolts of the situation. All he needs is assurance and confidence. Assurance that the problem can be resolved and confidence that you can do it....
Selling is emotional and only the seller can take the buyer on that emotional journey. Selling products versus selling services. What’s the difference? Of course it’s not black and white especially when human interaction manifests. Still, selling the two...
Avoid using the word ‘convenient’ when selling. Leave it to marketing. Let it come from the buyer. Strive instead to get the buyer to vividly visualize how your product solves his problem. The word ‘convenient’ when selling is anything...