Well, they’re not exactly invisible. They’re there. You just don’t know that they are salespeople because … they exhibit few, if any, of your stereotypical salesy behaviors. I remember when I first got into B2B sales selling expensive office equipment. I was with a national company and I went through about 7 months of intensive
Effective listening skills are critical assets in all aspects of both your personal and business life. In selling, being a good listener will be a determining factor as to whether or not you make this sale. Selling has often been referred to as “the science of communication and persuasion”. A good listener is a good
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
