How to overcome the fear of rejection and keep the sale alive Farmers (really, all customers) shop harder during tough times. This week, I want to also remind salespeople that in tough times, producers will reduce all expenses with their vendors. You are going to experience more “No” responses in your closing questions than you […]
How to overcome the fear of rejection and keep the sale alive Farmers (really, all customers) shop harder during tough times. This week, I want to also remind salespeople that in tough times, producers will reduce all expenses with their vendors. You are going to experience more “No” responses in your closing questions than you […]
The seven stations on every customer’s journey Are you helping, hurting, or ignoring them? Over the last ten years of weekly blog articles and podcast episodes, the focus has mostly been on improving your selling process. I think it’s important to spend a few minutes discussing the buying process that your customers go through. It’s […]
The seven stations on every customer’s journey Are you helping, hurting, or ignoring them? Over the last ten years of weekly blog articles and podcast episodes, the focus has mostly been on improving your selling process. I think it’s important to spend a few minutes discussing the buying process that your customers go through. It’s […]
How to be persistent to get the sale versus being pushy Every salesperson knows they have to be persistent to gain a customer, to get a prospect appointment, or to make a follow-up appointment again and again. However, not one single salesperson in the world wants to be known as pushy. This is even more […]
How to be persistent to get the sale versus being pushy Every salesperson knows they have to be persistent to gain a customer, to get a prospect appointment, or to make a follow-up appointment again and again. However, not one single salesperson in the world wants to be known as pushy. This is even more […]
Set the bar low to build daily selling skills that stick! We hear it every day, “Shoot for the stars…. Reach for the stars….Aim High…..Set your sights high…..Dream big.” Even the famed Herb Tarlek told us to, “Think big to be big”, on the 1970s sitcom WKRP in Cincinnati. While those sound great, most people […]
Set the bar low to build daily selling skills that stick! We hear it every day, “Shoot for the stars…. Reach for the stars….Aim High…..Set your sights high…..Dream big.” Even the famed Herb Tarlek told us to, “Think big to be big”, on the 1970s sitcom WKRP in Cincinnati. While those sound great, most people […]
An easy way to better understand your customer Many years ago, I stumbled onto a set of questions that are easy to ask, full of customer insights, and a gateway to asking more questions. As a good salesperson, we know we need to ask our customers or prospects a lot of questions. We need to […]
An easy way to better understand your customer Listen in as we discuss some of the easiest and most productive sales questions to ask. Great for prospects and current customers. Even those long-term customers, you think you have a great relationship.
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