A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves two purposes: It helps you retrace your steps and pick the ball where you inadvertently dropped
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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 sales it means getting the customer to see the same thing in a different frame of
Salespeople default to the path of least resistance. The easy path. It’s in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency is to throw money at it. “We will just increase the commissions,” you’ll hear it said.
Make the sale about the buyer, not you. It’s never about you anyway…. Once the buyer feels understood, proceed to show him why what he wants is not feasible “I’m selling handkerchiefs. Please buy one. I’m selling them to raise money for my child’s fees.“ So the lady hawker said. Would you buy? Hold that
#buyerfirst, #centerthesaleonthebuyer, #customerfirstselling, #salespsychology, #sellwithservice, #smesalestips, #trustbasedselling, #winwinnegotiations
Put buyers first. Fighting to be in a scoring position to do this, may mean letting go of sales sometimes. Which is fine if that was the only way to assist the buyer get what he needs. “Always fight to be in a scoring position.” So, a Director of Business Development reader friend of mine
#buyersinterest, #ConsultativeSelling, #customercentric, #customerfirst, #relationshipselling, #salespsychology, #SalesStrategy, #saleswinningposition
Today, we address the ways how to successfully close a sale borrowing from everyday experiences. Closing a sale in business, is getting commitment to to buy. The importance of closing the sale cannot be gainsaid. It’s the whole purpose of selling. Not closing the sale is like playing football and not scoring. Here’s how you close
#AlternativeClose, #AssumptiveClose, #CloseTheDeal, #HowToCloseASale, #OvercomeRejection, #SalesClosing, #salespsychology, #TestClose
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 to rub home the queerness of my question. “To cover our nakedness, of course!” “Really?” I
#advantagesofe-selling, #b2bsales, #benefitsnotfeatures, #customersuccess, #emotionalselling, #howtosellbenefitsnotfeatures, #salespsychology, #SalesStrategy, #salestips, #sellbenefitsnotfeaturesdirectly