You’re 36 minutes into your 5th sales call with your prospect… They’ve talked your ear off on this call to the point where you think you may not make it home in time to watch your favorite episodes of your Jersey Shore season 3 DVD before bedtime. But just then, your prospect starts to run … Continue reading Steal This 3-Step Framework To Handle ANY Objection
People buy things for one simple reason… TO SOLVE A PROBLEM. However, nobody buys something just so the salesperson or company can make money. Customers are only concerned with themselves and their own issue (that’s just human nature), and they are conditioned to not let go of resources…money in this case… unless they felt they … Continue reading Why “The Close” is for the Customer, NOT the Salesperson
You know, I fought with my sales manager a lot about providing price up front before doing a demo, a trial. We sell security software at my company. And we would go back and forth and she would say that never give price up front, build value first, otherwise people are going to take the … Continue reading How to Close Deals Faster (give price upfront?)
So quick little tidbit on handling objections in sales.. And I was just working on this this morning to really think through. And I came up with a couple points on some wisdom surrounding objections. So you’re in the right state of mind to understand where the prospect’s coming from and what your job really … Continue reading The Truth About Handling Objections (not obvious to most)
Have you ever found yourself presenting your product or service to your prospect, but you actually had no idea what parts of your presentation they really cared about? I have, and I KNOW that many other salespeople have also experienced this awkward moment. Because of feeling how crappy I felt in this moment, I made … Continue reading Sales Qualifying Explained
Imagine a world where prospects told you the complete truth, and even shared more information than you asked for. Now come back to reality and think about how your sales calls actually go. Do you ever feel like prospects are withholding information from you, or being a bit too vague in conversation? The reason you … Continue reading Have you ever been lied to by a prospect? Then read this…
We’ve all lost deals that we were so sure were going to close, and had no idea what happened. Thinking back, how many deals do you feel like you lost this year and didn’t know why the prospect didn’t close? And how many more deals do you want to lose and not know why? The … Continue reading SALES TIP: How hard questions drive real communication
On a scale of 1-10, how sold are you on your product/service being the absolute best solution a prospect could use for their business? Now answer this (honestly)…how would you rate yourself as a salesperson compared to the salespeople at other competitors on a scale of 1-10? These are critical questions that you need to … Continue reading Why you can’t sell anything without CONVICTION
Imagine being able to create interest for a product out of thin air, without the prospect, even knowing that they had a need for that product… Well, that right there is the exact skill that you need to develop to be able to sell anything to anybody. But that sounds way too easy, like everybody … Continue reading If You Can Do This, You Can Sell Anything
Are You Just Being Annoying? Have you ever thought about how your follow up message makes the person on the other side of your communication feel? It seems easy to do, and is preached back and forth from here to China… But the reality is that most salespeople NEVER put themselves in their prospect’s shoes … Continue reading How to Follow Up WITHOUT Pushing Your Clients Away
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