How do you tell when your Future Customer is ready to BUY?

Any sales professional, worth their salt, is aware that it is crucial to ask any Future Customer (Prospect), engaging open ended questions, to help them to uncover their future customers specific needs, expectations and values. When questions are used effectively, they help sales professionals to uncover exactly what their future customer needs and then supports them […]

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Tips to help you meet the right BIG SHOTS

Sales Training One of the most well known organisations, who used a gift to gain entry to their customers, was the Fuller Brush company. They would go door to door, trying to sell household cleaning goods to the lady of the house. To gain entry they would hand their prospect a small useful household gift […]

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How much Value do you Really Add to your Customers?

Sales Training  I have been wresteling with the concept of VALUE and how to consistently keep adding meaningful value, to all my customers and future customers (prospects). I belive that as sales professionals, we know how important “ADDING VALUE” is, but we don’t completely grasp the importance of it and we do not know how […]

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Learn to – REALLY listen to your Customers

Sales Training I am sure that you have heard that it is crucial for you to ask powerful questions, during any sales encounter. Any questions you ask are pointless though, unless you REALLY listen to the answers provided by your customers. The art to successful selling is using a combination of powerful questions, designed to […]

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Hit your customers with VALUE – Until they BUY

Sales Training Give the three questions below some thought, before reading the rest of this article. What do you believe VALUE is, when it comes to providing your customers and future customers with your product or service? What is your VALUE PROPOSITION? Do you have a VALUE PROPOSITION? Give the three questions above some thought […]

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To Network or not to – That is the question

Sales Training Networking is seen as a powerful marketing tool and has become a time-honored institution. The challenge I wish to address in this article is whether it is worth all the effort it takes to attend traditional networking events. In theory networking events are one of the best ways to acquire new customers and […]

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Is Lowering your Price the Way to win Business?

Sales Training  Encountering customers, who object to the price you charge for your product or service, is as old as time itself. I want to add at the outset that, if you are encountering this objection at the end of every sales meeting, then you have made a one or all of the fundamental errors […]

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