DELIVERING THE PERFECT SALES PITCH is like throwing a no-hitter. It’s no easy feat, but those who have mastered the art of the flawless pitch have the power to consistently bring home more wins. In reality, every salesperson gives several sales pitches before closing a sale. For example, you might…
Read moreTHE WORLD’S BEST SALESPEOPLE excel at asking engaging questions and actively listening to a prospect’s response without interruption. They master the art of posing high-impact questions that generate insightful responses which offer a glimpse into a prospect’s decision-making process, competitors also under consideration, the likelihood of purchase, or even the…
Read moreLET’S FACE IT. Many people don’t have a positive reaction to the word “sales.” It’s often associated with old-style, won’t-take-no-for-an-answer tactics that involve selling a product or service even when it’s not right for the customer. Consultative selling is much more effective. Some call it needs-based or strategic selling. This…
Read moreIN SEVEN HABITS OF HIGHLY EFFECTIVE PEOPLE, Stephen Covey wrote, “Seek first to understand, then to be understood.” This principle alone has the power to solve an industry-wide sales challenge: underdeveloped listening skills. In today’s Information Age, prospective customers often come to the table armed with enough facts to make…
Read moreEVEN THOUGH you will need to identify your prospect’s needs before you make a successful sale, your knowledge won’t mean much if your relationship with the prospect isn’t built on trust. Smart buyers are generally willing to consider the guidance of salespeople, but only if trust has been established first….
Read moreREGARDLESS OF THE STRENGTH of the sales pitch, or even the quality of the products and services, the reality is that people buy from those they like and trust. The challenge for sales professionals is to master the art of instant rapport with someone you may be meeting for the…
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