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Something amazing happens when you have the customer hold something. By engaging them, they are more inclined to take possession. It doesn’t matter what you’re selling. Just as you are getting ready to close, give the customer something to hold and look at that represents what you’re selling. By engaging the customer, you’re allowing them [...]
The sale is yours. You can taste it. The customer is ready to buy and everything is in place. The order is going to be a nice way to jump start the business. Just when you expect the customer to say “yes,” they hit you up with a very small request. They would like to [...]
It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they [...]
The vast majority of people retain information better when they read it themselves versus when they hear the same information. Use this to your advantage by making it a technique you use during a sales presentation. One way to do this is by taking your presentation materials and highlight one key point you typically use [...]
It’s here…the 4th quarter. How are you doing? If you’re like most salespeople, this is it — the time is now to pull it all together. Even if the 4th quarter doesn’t mean anything to you, it still does matter because to many of your customers, this is their final quarter of the year. A [...]
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