Selling More than Price
Have you ever been low bid and didn’t get the job? It doesn’t seem right. How did it happen? What […]
Selling Skills
Selling Skills – How to Open a Call
When it is time to make a sales call, what is the best way to begin? Some techniques to open
Selling Tips – Enthusiastic Attitude
There is no substitute for enthusiasm. When the members of a team are enthusiastic, the whole team becomes highly energized.
Stop Complaining
“How’s business?” one attendee asked another at a networking event. “This (fill in the blank – weather, economy, regulation,
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.