Posts Tagged ‘Sales Activities’
Questions as Weapons
Too often, as business professionals, we use questions as weapons. We ask questions with an agenda. We’re not looking for answers. We’re not looking to learn.
Read More Sales Tips: Feel, Felt, Found
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.
Read More Learn How to Establish a Sense of Urgency
In any business, when you can establish a sense of urgency, people will be more proactive in working with you. When you can establish a sense of urgency in others, it will pay off in increased sales.
Read More Shooting from the Lip
Customers don’t want a knee jerk reaction. They don’t want the rehearsed response. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses.
Read More Belief and Confidence: Critical for Sales Success
To be successful as sales professionals we have to believe in ourselves. We have to have confidence in working with our customers, in our abilities to bring value to and influence our customers.
Read More Use Non-Aggressive Upselling to Gain and Keep Customers
Upselling is the art of helping a customer understand that they can’t live without something they didn’t know they wanted. It’s about awakening the sleeping giant of desire with a non-aggressive, gentle nudge instead of an obnoxious air-horn.
Read More Insight Is Not the End—It’s the Beginning
Insight is the starting point. Our Insights should create a dialogue or conversation. It should begin a collaborative process, where we and the customer evaluate what it means for them. If our Insight doesn’t start a conversation, we have failed. If we can’t sustain the conversation, we have failed.
Read More Focused Sales Presentations
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.
Read More Shifting Our Perspective: Who Has the Problem We Solve?
The shift in perspective is small, but its impact on our results is profound. Stop looking for people to sell your products, services, and solutions to. Look for the people who have the problems you solve.
Read More Talking About Features, Advantages, and Benefits
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.
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