Stumbling Blocks on the Road to Success
What’s getting in the way? You are…. The stumbling blocks on the road to success are of your own creation. […]
Business
Upsell Effectively
How many times have your ordered fries just because the server asked, “would you like fries with it?” How about
About Overselling
In the movie, Jerry Maguire, TomCruise reaches an epiphany which he must share with Renee’ Zellweger. After his LONG spiel
8 Salesperson’s traits that help you close or lose a sale
Buyers make purchasing decisions of a product or service based upon a salesperson’s traits. The following is a summary salespersons
Selling Skills – Closing
When you close, the first step is to summarize those benefits the customer accepted during the call. In other words,
Selling Skills – Probing
Probing is the skill of asking questions to gather information and uncover customer needs. There are two types of probes:
Handling Objection
Customer objections usually fall into two main categories: Misunderstandings about our product or service due to a lack of information.
Selling Skills: Features and Benefits
Selling is a process of uncovering and satisfying customer needs. In order to do an effective job of satisfying customer
Selling by Satisfying a Need
Selling is a process of uncovering and satisfying customer needs. When communicating with a Client, we must be able to
Selling Skills – How to Support
When you support, you acknowledge the customer’s need and introduce the appropriate benefit(s) that will satisfy the need. The first