Skip to contentIncrease your credibility and trust by sending prospects useful and applicable information. People are more likely to do business with you when they see you as an expert in the industry. Sending great content shows them that you understand their business and you can help them grow. Source: Sales trainer Jami DeLoe If you work…
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The more your customer trusts you, the less risk your customer feels in dealing with you, and the less time he/she feels is necessary to invest in understanding the product, service or program you are offering. From the customer’s perspective, it’s easier and less risky to deal with someone you trust than with someone you…
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It’s confession time…the first Motorola car/cellphone on our sales staff, costing over $800 — and 45 cents a minute to use — was installed in my car. The first laptop, the first Palm Pilot, you get the idea. Technology has been a fascination of mine for as long as I can remember. Diffusion of Innovations,…
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Salespeople spend too much time preparing what they want to say to a customer and not enough time thinking of the questions they should ask. The best sales presentations are the ones never given, because the salesperson and the customer are having a discussion around the questions being asked. Source: Sales consultant Mark Hunter If…
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Outstanding sales results depend on the ability to think from the customer’s point of view. This means understanding and responding to the customer’s agenda and best interests. Top salespeople are willing to adapt to a customer’s change of agenda almost twice as often as average salespeople. They recognize that thinking like a salesperson places the…
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