Any marketing person will tell you that sex sells. Well, we’re here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are desire for…
Why should a prospect believe what you say? Just because you, the salesperson says that your solution can do what you say it can, doesn’t always mean that your prospect is going to believe it. After all, you’re the salesperson…you get a nice commission check for making the sale. In fact, every time you give…
Want to know what’s happening in Sales 2.0 in 2012. Read on. #1 – Attract many, then focus on filtering If your prospects do research online, will they find your company, or your competitor? Mark Roberge, VP Sales from HubSpot argued that you should keep the top of your sales funnel as broad as possible.…
If you’re reading this article, you probably don’t need to. Confused? Good, I got your attention. The sales people I’m really directing this article to are those who probably got into selling by accident and don’t take it all that seriously. You know the ones. They’re glib, they’re good, and they treat selling like a…
You’re probably sitting there thinking, “Why would I want to be my own worst enemy?” And the answer, of course, is that you certainly don’t want to be. But it happens, and it could happen to you. I’ve seen salespeople with the potential to be top performers fall short because they either didn’t know what…
If you’ve been in sales for any length of time, it’s highly likely that you’ve had a run-in with at least one “nibbler” – someone who nibbles at the deal you’ve just made. Nibblers make closing a deal more challenging. Nibblers are different than hagglers. Hagglers want to haggle over price and enjoy the sport…
A sales call shouldn’t be something that happens by accident; it should be a planned event. When sales calls aren’t planned, they often result in wasted time and effort, resulting in a no sale. No matter how hard you try, you can’t make a sale on every call but, as a minimum, you should be…
We’ve all had them – the prospect that isn’t going to buy from you no matter what. It might be because he doesn’t need or want whatever it is you’re selling or perhaps you’ve rubbed him the wrong way and he simply doesn’t want to buy from you. The only problem is, he won’t tell…
Are you challenged dealing with objections and thus miss closing deals? In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how todeal with it. All my early sales training and all the sales…
Here’s one of the great truths of selling – if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one. It’s absolutely amazing how many…
