Selling
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Great Negotiation: 2 Key Points
Posted in Advice | 7 Comments
What can you do for me on the price? A fantastic question when you're buying. An inevitable inquiry when you're selling. How would you and your team respond at this moment?… Read more
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Value/ Urgency Statements
Posted in Advice | Be first to comment
Create better perceived value and more urgency with your prospects by being prepared.… Read more
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Negotiation Responses
Posted in Uncategorized | Be first to comment
What can you do for me on the price? A fantastic question when you're buying. An inevitable inquiry when you're selling. Avoid going immediately to the discount with these prepared responses.… Read more
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Qualifying Guide
Posted in Uncategorized | 13 Comments
A moment spent with anyone who shouldn't, can't, or likely won't buy what it is you sell is a time management tragedy. Continual qualifying is the key. Here's your quick guide.… Read more
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How to Remember Names
Posted in Tools | 6 Comments
Remembering a name immediately establishes you as someone who listens… someone who cares… two very important characteristics in sales and life. Here’s how… … Read more
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Be Real
Posted in Advice | Be first to comment
Be careful to minimize any tendancies to say what you feel needs to be said in a sales call. The most important thing is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).… Read more
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Top 30 Open-ended Questions
Posted in Tools | 87 Comments
Open-ended questions are one of the most important tools for those who sell (as long as you listen). The key here... Ask the question and let the prospect/ customer give you their answer. No leading. No prompting. No interrupting.… Read more
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Sales Process Defined
Posted in Tools | 37 Comments
Sales is rocket science. And just as rocket science is built from a foundation of physical and mathematical laws and principles, sales can be distilled to its very simple laws and principles.… Read more
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Closing Checklist
Posted in Tools | 21 Comments
Closing tends to be the most stressful action in the sales process for so many people - salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit - this includes, closing continually throughout the process. … Read more
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Sales Presentation Checklist
Posted in Tools | 5 Comments
It's show time and it's about one thing – communicating the benefits of your product or service in such a way that prospects or customers want your solution to their problem now. Here's your checklist.… Read more
