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...
by chris | Sep 5, 2015 | Sales Motivation, Sales Process
Great salespeople are not hung up on what they did yesterday. Even when they had wildly amazing success yesterday, they are focused on what they are doing today to build on that success. If you want to move beyond average, you have to be willing to not ride the...
