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 features. But when you...
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...
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...
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...
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...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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Thank you. I work hard to bring you content that will move the needle! Great selling.