I am constantly harping on everyone who I speak with about exceeding customer expectations. I sound like a broken record. For those of you not familiar with this medium, they were big black vinyl discs that played music. There are only 3 possible outcomes from a client interaction (here I go again) … Did not meet expectations –
One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. As in … placing the order. I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up
The big question in sales is, should be … “What’s next?”. This applies to all aspects of selling and it is grounded in planning and in process. Do this and then do that. These are your next steps and it is important to plan those. What is Process? Let’s first talk about processes in general.
When I started as a B2B sales trainee in 1977, one of the senior representatives, Lance, shared with me his favorite sales technique. We were selling expensive professional desktop calculators. Lance would sell the $479 calculator by telling folks that this was what they needed but that they could only afford the $349 model. They
I’m a pretty avid reader. Although I don’t have the patience for most books, I read articles like they are M & M’s. Professionally, my reading focus is generally limited to one topic only … selling. I live and breathe sales. You might think that something as fundamental as selling would not be the subject
In 1977, I received my first six intensive months of B2B sales training. It was a modified version of Xerox Professional Selling Skills. This was classic sales training for the time and it all led up to the big moment where you have to ask for the order. Only then could the blood-letting, the mortal combat
