truth or lie

Objection:  You Haven’t Been Honest With Me

Objection:  You Haven’t Been Honest With Me Respect the other person.  Lying diminishes trust.  At some point, you may have not provided facts, even if it’s unintentional.   Never lie to try to gain an advantage over the client.  If you’re caught in a fib, have enough respect for the Client to admit it and work […]

listening to presentation

Objection: Need to Compare Prices with Competitor

Objection:  Need to Compare Prices with Competitor The presentation is completed.  It went well.  Very well.  You are ready to close.  Then, the following conversation occurs: Salesperson: “Is there anything else you want to ask?” Customer: (the client taps a pencil against a yellow pad.  Glances down through the notes and taps again and shakes […]

We have more to offer

Selling More than Price

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 can you do to avoid that in the future?  Bidding more and more jobs will not guarantee a steady flow of profitable work in today’s competitive market. When a client doesn’t […]

phone call opening

Selling Skills – How to Open a Call

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 a call are the following: Open Probes Purpose Statements General Benefit Statements Open Probes:  Open probes are particularly useful in situations where you feel the customer will […]

positive thinking

Stop Complaining

Stop Complaining “How’s business?” one attendee asked another at a networking event.    “This (fill in the blank – weather, economy, regulation, manufacturer inventory, flu) is killing us. We’ve got projects delayed right and left and trying to get prospects to close anything isn’t happening — things need to turn around fast.”    The person […]

the road to success

Stumbling Blocks on the Road to Success

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. Recognize any of them? Wishing and wanting.  Do you have a written list of goals?  Those who write down their goals are more likely to achieve them.  Get […]

Less More Sales Selling Overselling

About Overselling 

About Overselling  In the movie, Jerry Maguire, TomCruise reaches an epiphany which he must share with Renee’ Zellweger. After his LONG spiel Renee’ interrupts him saying, “Shut up. Just shut up….You had me at hello. You had me at hello.” Do you know when to shut up?  How often do you oversell?  Can you read […]

Wants and Needs Blog

Selling by Satisfying a Need

Selling Skills:  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 recognize needs for our product or service. A need is a customer want or desire that can be satisfied by your product or service. The key words that […]