File this under … Qualifying 101. The simple fact is, unless your prospect has the money needed to invest in your product or service … they ain’t much of a prospect. On top of this, you may have several product/service options available and, while everybody wants champagne, some can only afford beer. I have consistently
Because it is …. a trial close. I’m flat out terrible at traditional sales order closing statements and I know a bunch of them. You name it … everything from the “Ben Franklin” to the “Japanese Origami Folding Paper Close”. The really good news is that I never need to bend arms to get the order. I am
There are only three possible impressions that a customer will walk away with having done business with you and/or your company. You have either … Not met their expectations or … Met their expectations or … Exceeded their expectations Not meeting your customer’s expectations speaks for itself. Meeting a customer’s expectations is a neutral experience at best and a God-awful
Quickly! Who do people buy from? They buy from those who they like and who they trust. Who do they like and trust? They like and trust those who treat them with respect and who they feel are looking out for their best interests. End of post. Today I wanted to discuss two aspects of
What If Your Contacts Are Not Using Social Media?
Much of the discussion revolving around social sales talks about how you can leverage social media to increase your selling effectiveness. This is predicated on the formula … I’m on LinkedIn + he’s on LinkedIn = sale (b.t.w., it’s not that simple). What if he is not on LinkedIn, or Twitter, or Facebook, or … nothin’? The
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