Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation that occurred in a department store he … [Read more...] about How Assumptions Can Kill Your Sales
Sales Prospects
Close More Sales by Understanding Your Customer’s Attitude
When closing a deal, knowing your customer's attitude is important as it will allow you to anticipate possible problems and objections. From the book "The Art of Closing Any Deal: How to Be a Master Closer in Everything You Do by James W. Pickens, here are 10 tips you need to remember about your prospects to increase your sales success: 1. Understand Body Language Signals The … [Read more...] about Close More Sales by Understanding Your Customer’s Attitude
What Does Your Customer Really Value?
Sell to the customer's value expectations, not to your value propositions. We've all heard the rule of listening to what the customer has to say, and there's not a salesperson who thinks they don't listen to the customer. Reality, however, is quite the opposite. I find time after time when I'm working with salespeople across any number of industries that the failure to … [Read more...] about What Does Your Customer Really Value?
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
12 Visitor Types to Trade Shows: Are You Attracting the Right One?
The trade show floor is full of different types of people with different agendas. Some people have specific goals for attending the show; others do not. As an exhibitor your observation and questioning skills will be your key to determining who may be a viable sales prospect. Familiarize yourself with the various visitor types likely to frequent the trade show floor. 1. … [Read more...] about 12 Visitor Types to Trade Shows: Are You Attracting the Right One?