Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
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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...
Counterintuitive as it may sound, cheap products are the hardest to sell — for both businesses and their salespeople. The assumption that “lower price equals easier sale” is a dangerous myth. Salespeople who blame price for poor results will...
Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating...
Sales value clarity is the difference between pushing a sale and earning one. Without sales value clarity, even the best product sounds ordinary and forgettable. If you need extreme persuasion, your offer is either unclear or simply not compelling...
Some products take longer to sell than others. They have a long sales cycle. Understand yours and work on mitigating this inevitability. Today, we look at some of the ways how to sell slow movingproducts. Why some products take...
A New Year is here. As a business what’s your plan? A Sales kickoff is a proven way to, well, kick off your sales with a bang, organization-wide,. Sales Kickoffs are also called Sales Summits or Sales Conferences. A...
“I don’t want to see you! Your colleague lied to me. You are all liars!” The executive was fuming. How dare the company send another salesperson after he had told them off about being lied to by the first?...
The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was...
Anybody can ask a question. But to thrive in selling requires one to ask insightful questions. Insightful questions don’t merely yield knowledge – they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling...