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Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers. Your selling skills can be refined to ensure you’re [...]
How’s your attitude? I am amazed by the number of salespeople I meet who are not getting the results they could be getting if they would simply improve their attitude. In my opinion, attitude will always be more important than skill. Sales skills and processes can be taught, but if you don’t have an optimistic [...]
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see how they can be one [...]
Want to know how to get the best answers to your sales questions? Ask shorter questions. Yes! The best sales questions tend to be short ones. Why? Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. Below is one of my more popular videos [...]
As I have already shared, questions are key in a sales call…remember what I shared about short questions? Now let’s talk about the power of follow-up questions. If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. Follow-up questions make all [...]
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