by chris | Apr 11, 2015 | Sales Process, Sales Prospecting
Your customer’s desired outcomes! THAT is where your focus needs to be. And THAT is how you are able to sell at full price. Too many salespeople miss out on greater success because they are too wrapped up in their product’s...
by chris | Feb 24, 2015 | Sales Process, Sales Prospecting
That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can...
by chris | Mar 11, 2014 | Sales Process
We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Case in point: I recently was prompted to change a password for some software I...
by chris | Nov 9, 2013 | Uncategorized
If you have had customers/prospects who want to delay their buying decision (and let’s face it, who among us hasn’t encountered these excuses?!), then you’ll want to check out the below video. As a successful salesperson, you have to be able to...
by Mark Hunter | Oct 17, 2013 | Sales Process
When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits...