Make them feel comfortable People never say what they really mean…at first. Most individuals learn from a very early age that saying what is really on their minds can have negative consequences. As a result, they are cautious to express their real feelings until they feel “safe enough” with another person. The professional salesperson “peels…
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When dealing with objections, express your gratitude Always thank your customer… when they put an objection in front of you, because this is an opportunity to address it and move on with your deal. In fact, ask them about all of their concerns and objections right up front and you’ll receive even more opportunities to…
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Getting top talent to look at your job offer Filling positions isn’t the same as it was ten years ago or even last year, for that matter! With the unemployment rate holding steady at 3.7% over the past three months, filling positions is getting more complicated as the available workforce dries up. Anyone who WANTS…
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Sales situations can push you outside of your comfort zone, and sometimes a slump is a symptom of being outside your comfort zone for too long. Even if you are the type of person who thrives on being outside of your comfort zone, you still need those moments when you’re completely in your element, doing…
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This is a very important step that can help give the prospect the right perception of you and your company. Rushing them instead of letting them come to their own decision to buy can create hostilities that can’t be overturned. It can make the difference between getting the sale and creating a loyal customer, and…
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