Do you really understand how they feel? Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In these role plays, there are three people: the customer (farmer), the salesperson, and the observer. […]
Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In almost every role-play group, the person in the farmer role would complain about the weather, Ag politics, or profitability. The salesperson would […]
How to answer important questions from your customer I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, […]
I spend a lot of time training salespeople on how to ask questions. Good questions, great questions, high-value questions, open-ended questions, and so on. It is the top-selling skill needed to accomplish everything when selling, when cold calling, to determine a customer’s needs, to close a sale, to develop relationships, to solve customer problems, etc. However, […]
Part 3 How to build Emotion Value An old sales adage says, “Every purchase is an emotional decision justified with logic”. It implies that humans are emotional and are driven to purchase based on their emotions. They want to feel like they are making the most rational decision based on financial/business factors. However, emotions are […]
Part 3 How to build Emotion Value An old sales adage says, “Every purchase is an emotional decision justified with logic”. It implies that humans are emotional and are driven to purchase based on their emotions. They want to feel like they are making the most rational decision based on financial/business factors. However, emotions are […]
Time Value Have you ever heard: “Time is money”? Do you believe it? Have you ever stopped to consider how much your time is worth in real dollars? What about your customer? What dollar value do they put on their time? Well, if you haven’t thought about these questions before, you might be missing out […]
Time Value Have you ever heard: “Time is money”? Do you believe it? Have you ever stopped to consider how much your time is worth in real dollars? What about your customer? What dollar value do they put on their time? Well, if you haven’t thought about these questions before, you might be missing out on […]
The three components of value in every sale: Dollars-Time-Emotion Have you ever had someone tell you to: “Quit selling on price and sell the value of our products!” As salespeople, we’ve all heard this advice from sales managers, sales trainers, product managers, or social media sales gurus. It’s so easy to flip that comment out […]
The three components of value in every sale: Dollars-Time-Emotion Have you ever had someone tell you to: “Quit selling on price and sell the value of our products!” As salespeople, we’ve all heard this advice from sales managers, sales trainers, product managers, or social media sales gurus. It’s so easy to flip that comment out […]
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