Skip to contentWhen you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alternatives and ask the customer to choose the one that is best for them. A good way to phrase this is to say something like “… based on what you…
Read more
Most salespeople have a two- to four-hour block of time when they operate at peak efficiency. Their concentration is keen, their creative powers are acute and their ability to do more than one thing at a time is sharper. Try to pinpoint your “peak” time and schedule your most important activities within this block of…
Read more
Let’s be honest: Do you really listen to what your customers have to say, or are you just catching your breath between questions? If that sounds a little too familiar, try counting silently to three (at a regular speaking pace!) every time your prospect finishes talking. This will give them enough time to gather their…
Read more
Sales is a very stressful profession. Meeting weekly or monthly quotas that are designed to stretch their abilities keeps sales team members on edge. Throwing in some fun along the way can help the sales manager’s team remain motivated and keep their morale up. After meeting a really important sales projection, take time to celebrate…
Read more
While past performance is not a guarantee of future performance, it is the best predictor. Sell your track record to the customer. Talk about your successes and the benefits your other customers experienced. But also talk about the problems you’ve encountered along the way and what you did to overcome them. Strictly talking about successes…
Read more
