Author RSS7 Reasons Why You Must Zealously Qualify Prospects
Have you ever worked really hard on a sale - put in a lot of time, money and resources - and they decided to do nothing or they bought from your competitor? When you looked back you could see that if you'd asked a few more questions you could have found o...
4 Secrets To Selling Value Versus Price
Do you find that your prospects are focused on the price of your products and services and often pressure you to give them discounts?
You've told your prospects in so much detail about all the great value they will receive but they just don't seem to ...
7 Differences When Selling to Companies
If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different.
Selling to multiple buyers is the ...
Selling Is All About The Whys
Selling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for y...
Make More Sales By Avoiding The Product Trap
The majority of salespeople fall into the product trap when selling their products and services. Are you falling into this product trap too?
You will know if you are falling into the product trap if:
* When you are having a sales conversation, you...
Are You A Knower Or A Learner When Selling?
Are you a knower when selling?
When selling to a prospect do you assume that your products and services will solve their problem? Then, as soon as you can, you jump in and tell your prospect all about your products and services and what they will do f...
Is Selling Simple or Complicated?
I'd like you to take a moment right now and, before you continue reading this article, decide whether you think selling is simple or complicated? Please now read on.
Before I start to specifically talk about selling, I'd like to first discuss 'complic...
5 Tips For Giving Presentations That Consistently Sell
Have you ever given a sales presentation and your prospect said thanks but no thanks? They didn't seem all that interested or even if they were interested, they didn't want to buy from you?
Think of all the time, money and resources (TMR) you have was...
What To Say When Your Prospect Only Has 10 Minutes
Have you ever had a prospect say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response you received?
Before we look at three ways to respond, let's look at the "I only have 10 minu...
Are You Selling The Wrong Thing?
Are you focusing on selling the wrong thing? If you are, you are not alone as the majority of salespeople focus on selling the wrong thing. In addition, senior executives in companies encourage their own salespeople to focus on selling the wrong thing. ...
Think And Grow Sales
Just imagine for a moment that you have perfect sales skills. You know everything there is to know about selling and you know what to do in every sales situation. Now just suppose there is another person selling the identical products and services as you...
What Is Your Gap?
Do you know what your gap is? Why do you need to know what your gap is? What happens if there is no gap?
Your gap is what your business is all about. Your gap is effectively what you do for your clients: the results you achieve and the problems you sol...
6 Sales Myths Busted
There are a lot of sales myths that not only diminish your chances of success, they also make selling more complicated and harder than necessary. Selling is, in fact, quite simple, provided you know, understand and apply some fundamentals. And you ignore ...
Are You Having Sales Conversations From Your Head?
Are you having sales conversations from your head? If you are, chances are that you are struggling with selling your services. Get out of your head and speak from your heart and watch how much easier your sales flow.
Does this sound like you?
*You a...
Questions Are The Answer
Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to sell at all. How great is that?
So why are questions the answer? Why will questions do...