Let’s discuss what I call Consequence Questions and how to use those during your sales conversations. You have now come to the road where you must get your potential customer to think about the consequences of NOT doing anything about changing his or her situation. Consequence Questions These questions allow your prospect to think through the consequences of them not changing their present situation, such as what will they do if nothing changes? What will they do if they don’t do anything about solving their problems they just told you they had. It’s the question simply stated, “What if…?” Such as: FREE DOWNLOAD: Overcome any objection with these 23 closing techniques. “What if you don’t do anything about this problem and… Read more
#1. Selling is a Numbers Game Most of you hear this all the time that “selling is just a numbers game“, to get as many No’s as you can to lead you to a prospect who says Yes. I know I was taught that when I first got into my sales career 15 years ago. Now, I will tell you that selling can indeed be a numbers game for you if all you know is “Traditional Selling” Techniques. If you want to you can, of course, call people over and over again, and go through hundreds of calls a day. You can also chase them down until they listen to you, just so they can come up with an excuse… Read more
I don’t have the money. We don’t have the budget. I/We can’t afford it. It’s too expensive. It’s out of our price range. These are all a variation of the same objections. Money. FREE DOWNLOAD: Overcome any objection with these 23 closing techniques. Be honest. How did it make you feel reading that list? Were you happy? Stressed out? Most salespeople that have one of these phrases said to them get DEFENSIVE. Check in with yourself right now. Do you feel defensive or have you ever felt defensive when someone said they didn’t have the money? What most sales training programs would teach you to do in this situation is re-state the benefits of the product or service. (Or whatever… Read more
It’s important that you dedicate yourself to continuous learning and self-development, especially when it comes to sales success.
Reading some of the best sales books ever written can help expedite your mastery of sales and improve all aspects of your sales techniques. Over the course of my career, I’ve read thousands of books, hundreds of them have been on sales and I have used the knowledge I’ve acquired from the best ones in many of my sales training courses.
Here are 10 great sales books to add to your reading list…. Read more
Here are 30 motivational sales quotes to keep your head up and power through any rejections.
But first, what is it that separates good salespeople from great salespeople?
Salespeople have one of the hardest jobs in the world to do. They deal with rejection on a daily basis. Making a sale comes down to powering through call after call, email after email, and ‘no’ after ‘no’…. Read more
Have you ever wondered what sets the best salespeople apart while others struggle to make it?
It is just as important knowing the most important things salespeople should do to be successful as well as what they shouldn’t do…. Read more
One of the great areas that I work on with corporations all over the world is called value selling, or the customer value offering.
Value selling says that customers buy your value or service because they anticipate enjoying a value that they would not have in the absence of your product or service. People don’t buy products, they buy the results the product will give them.
… Read more
As a salesperson, you are in the business of gap analysis. You are a “problem detective.”
Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product or service is a key…. Read more