Don’t get caught not listening to your potential customer. This is critical to your sales success…. Read more
“Concentrate your strengths against your competitor’s relative weakness.”
There is a military adage that says, “No strategy ever survives first contact with the enemy.” No business strategy ever survives first contact with the marketplace, as well. It must always be adjusted to deal with the realities of the moment…. Read more
Becoming excellent in closing sales is an inside job. It begins within you. In sales, your personality is more important than your product knowledge. It is more important than your sales skills. It is more important than the product or service that you are selling. In fact, your personality determines fully 80 percent of your sales success.
The Critical Factor: Risk
The critical factor in selling today is risk. Because of the continuous change, rapid obsolescence, and an uncertain economy, the risk of buying the wrong product or service has become greater than ever before.
One of our powerful needs is for security, and any buying decision that represents uncertainty triggers the feeling of risk that threatens that security.
There are four main factors that contribute to the perception of risk in the mind and hear of the customer…. Read more
You have heard the old saying, “The more you do of what you are doing, the more you will get of what you’ve got.”
Your goal should be to make the current year the most productive and highest paid year so far, until the next year comes along. To achieve this goal, you are going to have to do something different from what you are doing today.
There are only four ways that you can change your life and your business. Here they are:
… Read more