Many sales are lost because salespeople assume they know what the customer wants. Salespeople like to make assumptions of knowledge about what the buyer wants and needs, or sometimes more important why…
Salesperson’s job is to persuade people, however careless adoption of persuasion techniques may lead to the concept of manipulation. Salespeople should understand the two concepts and try to avoid using…
The nature of an objection is based on the fact that the buyer’s heart and his mind are engaged in a struggle. As we know, it’s the heart that does…
You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is…
When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling or attempt it ineffectively. This is due to…
Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t…
Selling is a mental process. You can’t use a physical force on a customer, neither you can hypnotize her to buy from you. The sale must take place first in…
Consider the following email by an active head of one of the largest software company in America: “Results are the only things that count. We are perfectly willing to pay…
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It…
There is nothing more troublesome for an introvert than to be judged against the same criteria as the extrovert. Engaged in the kind of in-depth analysis of a situation that…