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ou have probably been told that the key to sales is closing. I beg to differ. In this article, a new ...
There is a little test that professional buyers give to every sales person. It is a test to see if ...
Neither you nor your employer can any make money unless a prospect says "yes". However, getting prospects to say "no" can be equally critical ...
"A dog found a bone and held it tightly in his mouth. He growled and scowled at anyone who attempted to take it away....
The average successful salesperson visits each prospect 4.4 times, and their closing rates average 17 percent, or approximately 1 sale out of each 6 prospects. ...
I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and ...
So many times sales people are taught to use “fear of loss selling” in network marketing, and using “take aways” to pressure people into signing ...
Ah sales. The word is so easy to say and spell. It flows off the tongue without effort. But hidden beneath that single syllable word ...
The average successful salesperson visits each prospect 4.4 times, and their closing rates average 17 percent, or approximately 1 sale out of each 6 prospects. ...
For years, sales managers and sales trainers have focused on the importance of ‘closing the sale’ or ‘getting the order.’ Closing the sale should not ...
Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a ...
If you browse the sales section of just about any well-stocked bookstore, you're likely to find a dozen or more books that have something concerning ...
Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach? Selling is not about ...
In my opinion, the most overrated topic in sales training is the subject of closing. In year’s past, it seems the object of most sales ...
It is not enough to know whether prospects are for or against you and your ideas and proposals. The people you want to influence can ...
Selling is a fascinating and profitable discipline. Find a great sales person, and you'll find someone who has the virtual equivalent of a Master's Degree ...
Unless the person you are influencing offers an unconditional "Yes" to your proposals you will need to do or say something that will generate a ...
Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient ...
Do you act like you need the business? I can tell you there have been times in my forty year speaking career that I really ...
Like an onion, you peel away the outer layers to reach the deeper truth Would ...
For salespeople rejection is an everyday fact of life. As the sailor must learn how to deal with the wind, waves ...
The next time a prospect says "No," use these techniques to come back strong When asked ...
AIDCA More recently (c.1980'-1990's) the AIDA acronym has been used in extended form as AIDCA, meaning the same as AIDA with the insertion of ...
What this means is that you are going to want to pick up the phone and call your prospect IMMEDIATELY. Why is this so important? ...