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Home / Archives for Nick Serba

Nick Serba

Sales Tips: Feel, Felt, Found

Sep 19, 2013 By Nick Serba

What do you do when someone gives you an objection? What do you do when they have some particular objection to your product, or your service, or even the entire appointment? The “feel, felt, found” formula gives you a way to handle that objection.

Filed Under: Sales Activities Tagged With: Customer Acquisition, Nick Serba, Sales Activities, Sales Strategies

Focused Sales Presentations

Aug 7, 2013 By Nick Serba

One of the basic tenets of sales you should keep in mind is that people don’t want what something is, they want what it does. As the famous example goes, nobody wants a quarter-inch drill; what they want is a quarter-inch hole. People want what your product or service does, not what it is.

Filed Under: Sales Activities Tagged With: Communication, Nick Serba, Relevant Benefits, Sales Activities, Sales Strategies

Talking About Features, Advantages, and Benefits

Jul 30, 2013 By Nick Serba

So many people get caught up in talking, especially salespeople, about features. Someone comes into your store, or on the telephone, or across the desk, and you are so focused on what your product does that you don’t talk about the benefits they are going to get from it. So remember to talk about the features and the advantages of those features, and the benefits that your customer is going to receive.

Filed Under: Sales Activities Tagged With: Nick Serba, Sales Activities, Sales Strategies

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