One of my favorite sports is the men's and women's hurdles. I'm always impressed by these athletes' ability to run at full speed and leap the hurdles without breaking stride. But each time I watch this track event, I have the same reaction. If they just went out on the track and removed those barriers, it would be a heck of lot easier to get around the track. The athletes could … [Read more...] about Common Obstacles to Sales
Sales Objections
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. We need to learn how to stop selling and instead start building relationships with potential clients. I was inspired to write this article after a few coaching sessions with a client named Michael, who sells … [Read more...] about 7 Ways to Stop Selling & Start Building Relationships
People Love to Buy, But Hate to Be Sold
I'm buying a new car at the moment and I forgot how much fun it is. Choosing the make and model, test driving - and being a girl, of course the color has a huge influence on my buying criteria. Think about the last time that you made a purchase that you were really delighted with. Do you remember the pleasure, the anticipation of how the purchase would enhance your life? … [Read more...] about People Love to Buy, But Hate to Be Sold
Why Buyers Love to Delay Buying
Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they're going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can't make a decision. Many times, though, the delay is nothing more than a tactic on … [Read more...] about Why Buyers Love to Delay Buying
How to Eliminate Objections and Increase Sales
You're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about it." "We already have a supplier." "We prefer working with a larger … [Read more...] about How to Eliminate Objections and Increase Sales