Skip to contentAlways start off a sales call by covering three things: 1) Gain a clear understanding of the amount of time the call will take; 2) Make sure the customer knows what the objective of the call is; 3) Relate the reason for the current sales call to the previous sales call you had with the…
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The two biggest mistakes made by salespeople are: Failure to have a plan prior to the presentation. Successful salespeople go into a presentation with an order of events they plan to demonstrate. They make it easy for prospects to grasp ideas without having to work too hard. Taking things too personally. Some salespeople forget that selling is…
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Bestselling authors and brothers Chip and Dan Heath wrote a book, Made to Stick, about how to create lasting ideas in the minds of those you communicate with. It was found through several studies that about 63 percent of people remembered the facts of a story while only about 5 percent remembered the same facts or…
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Being genuine can’t be faked. Customers can tell when you are seriously interested in the product or service you are selling, and they know when you stand behind them. Along the same lines, your customers know when you’re being yourself – even if they don’t REALIZE they know this. Your customers are more likely to…
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Prospects and clients use words that they have attached a certain meaning to. These words bring to their mind a certain picture and a certain emotion. These words are powerful, and capturing and using their words ensures that you connect with their meaning and the emotion it elicits. Listen carefully for the language that your…
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