Are you reacting to your clients as opposed to responding to them? Read more to learn the difference between the two and how to identify which approach you are taking. When a customer says something like, “Your price is too high,” salespeople often switch into a defensive mode, thinking about a past experience with a …
Do you make too many assumptions and lose your client’s attention? Be careful not to ramble on and risk boring your customers to death. Most companies are no longer in the business of selling products but of providing solutions. Unfortunately, salespeople often try to tell the prospect the solution before they even understand the problem …
Do you have a firm grasp on what your customers know and don’t know about your products and services prior to inundating them with features and benefits? If not, you could be costing yourself more sales than you realize. To stimulate interest and to increase the odds of earning the business of a new client, …
Do you want to sell or do you find yourself needing to sell instead? Learn how to avoid one of the most common mistakes in selling. Salespeople often find themselves hoping and praying and sometimes even begging for the opportunity to “Just show what I can do for you” and maybe make a sale. The …
To reach your goals with the least amount of effort, start with upgrading your attitude to achieve greater results. Here are 13 things you can do to make this your best year yet! With the dramatic changes we endure in society, it’s no wonder that many of us are asking ourselves, “Now what do I do?” …
So, are you ready to make 2008 a spectacular year? Below are some questions and exercises I encourage you to take on to prepare for your best year yet including setting your goals, doing a year end review and setting yourself up for extreme success! Here’s your challenge. Think about the goals you want to …
Well, the votes are in from Top10SalesArticles.com regarding an article I had written which they were interested in republishing on their site entitled, Why Should I Talk to You? and it looks like your humble blogger’s article was named the 2007 Sales Sales Article Of The Year! From the three hundred and sixty articles which …
Earlier this year, I was approached by the folks over at Top10SalesArticles.com about an article I had written which they were interested in republishing on their site entitled, “Why Should I Talk to You?” After doing my due dilligence on the people behind the scenes, it was clear they were legit, established and high integrity …
