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 […]
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 […]
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 […]
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 […]
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 […]
