Sales Persistence – Don’t Be A Sales Stranger
For those of you with Netflix out there, I really hope you have had the pleasure of their new and original series Stranger Things, truly a brilliant piece of TV. If you have not watched it then get it in, you won’t regret it. Continue reading Sales Persistence – Don’t Be A Stranger
As a sales trainer, I often hear sales delegates asking how to get over some of the tricky objections. The most common of course being “I have no budget”, “wrong time of year” “I can get it cheaper elsewhere” etc. Dealing with objections can be tricky and if sales people cannot anticipate what is coming, then each time it happens the sales person is caught unawares. Objections are going to happen, but if we examine the reasons why clients object or more specifically why a client didn’t buy, we can learn that it is in large part down to three things. 1- the client doesn’t want it enough, 2- the seller hasn’t made themself unique enough and 3 – the client simply doesn’t believe. Continue reading Sales – Prevent Objections with The Power of 3
Conversation or Interrogation – The Power of Questioning in Sales
I spend a lot of my time coaching sales people and it is no surprise to find that they know an incredible amount about their own markets and products. This knowledge for the most part is coming from trade press, in house information and research on the web, and not as one might think from the clients they are selling to. Continue reading Sales: Questioning Skills – Interrogation or Conversation?