If you have been in sales more than a month, (or watched the movie Glengarry Glen Ross) you have heard these steps to sell; Attention, Interest, Desire , Action. A.I.D.A. But what is far more valuable is knowing the steps customers go through …
Continued from the thread yesterday; How To Give Buyers The Feeling That They Have “Shopped Around” So They Buy Right Now, From You Yesterday we summarized the buying process as; Coming into focus, Gathering information, Shopping, Ratio…
I hope this helps someone. Cold calling is selling. It isn’t what you do before selling…it’s selling. The vast majority of people are terrible at it. Just like the vast majority of people that try acting…or…
We have all felt it…the hesitancy to pick up the phone and call a cold prospect. At these moments, everything else becomes urgent. You “have to” straighten up your desk…you remember that you need to check your E-Mail&h…
Yesterday we had four people in the store that I was showing vacuum cleaners. A slow day. One was not really considering buying, just gathering information, and I couldn’t move her any closer to buying (without being obvious and rude) One…
A few days ago, I called to order some supplies from a company I’ve dealt with before. I happened to ask “Can you give me a better price?”. And the rep gave me a better price. And I said “Thanks for the discount. Now I’…
Yesterday afternoon I got a call from a young man that read my book on sales prospecting, and he was a little confused over what I meant by “Highly Likely Prospects”.This is the essence of what I told him. A qualified prospect means tha…
Does cold calling still work? I suppose. But cold calling people, or small businesses out of the blue with no reason for them to talk to you (from their point of view) is a hard hard road. The last 20 years or so that I was still selling in the fi…
I’ve heard that from lots and lots of salespeople and small business owners. They say it because they think that price is their only advantage. The thought also protects them from feeling the need to learn about marketing…or selling&he…
Sales prospects have a deep seated defense against salespeople. And they protect themselves against their desire to buy from you. There are emotional hurtles for them to overcome. There is an inertia in not buying that you need to overco…
If you are considering taking a sales training program, how do you decide the best one for you? There are several kinds of sales training; A. Training based on specific psychological process. Neuro Linguistic Programming, hypnosis, types of custom…
For salespeople only… Does your company offer sales training for new salespeople? Is this better than sales training from an outside source? Here is what you should know. If your company offers sales training, it’s almost …
If you have just signed up for an extended…comprehensive….sales raining program, should you go through the entire program, and then use it in selling?…or should you complete your training program as you continue to sell? I have…