by chris | Oct 10, 2015 | Sales Leadership, Sales Process
I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to...
by chris | Oct 3, 2015 | Sales Process
Every now and then, I hear of or meet people who are adamant they are not a salesperson. Yet, what they do is help people. Helping people is sales! Take pride in being a salesperson, regardless of your title, because if you help people, you are selling. Check...
by chris | Sep 26, 2015 | Sales Process
Your buyer is not rational. This isn’t a bad thing. You simply have to be aware of it, and you will be in a better position to sell. There will always be a level of emotion that comes into the transaction. Check out the below video to see what I mean: ...
by chris | Sep 19, 2015 | Profit Maximizing Price, Sales Motivation, Sales Process
Invest! That’s right. Customer’s don’t want to “buy” anything. They want to invest. Customers will invest when they see that the value they are getting is equal to or greater than the money you are expecting them to give you....
by chris | Sep 12, 2015 | Sales Motivation, Sales Process
If your goal is just to get the order, my guess is you are not willing to listen. If you haven’t mastered what it means to truly listen and let the customer guide the discussion, you will never see the greatest success. You must listen to the customer...
