Poor salespeople are on the defensive today. They are reducing prices, giving away extras, allowing prospects to erode margins, and generally losing control of the sales process. On the other hand professional salespeople are on the offensive. They are selling value not price, customer benef…
How Does Your Doctor Do It? Tom had a 10:00am appointment with his doctor. He arrived a few minutes early, and started looking at the stack of People, Time, and Newsweek magazines that were on the coffee table. Shortly thereafter he was escorted into Dr. James W. Smith’s office for his examina…
Getting sales results is more about possibility thinking rather than “We can’t…” or “That won’t work” statements. When developing a sales or marketing strategy, negative statements and thinking shut down the creative part of the brain, limiting the ideas we can come up with. This i…
Here is the psychology behind an objection on price, essentially the consumer shops on value. For instance if I told you a car was for sale at only $100,000 you may think, gee that’s expensive. But what if I told you it was an exotic Italian sports model normally valued at $400,000. And what if […]
Absolutely essential whatever business you’re in. Once you find the right (or very close to right) way to sell something to someone, why change it? Write down exactly what you said, and do that every time. And make sure your team does the same. Every customer is different, but the objective is…
People need to know how much you care, but they also want to know that you have the competence to guide, direct, recommend, or select the best option or choice for them, regarding your product or service. Product knowledge is a vital sales requirement if you are to compete successfully and acquire s…
No matter what type of business you own, one of the most important skills you must master to be successful is the skill of relationship building. Three key ways to improve relationships with your customers are visibility, sharing knowledge, and regular communication. Visibility is letting customers …
The human brain has been identified as having two hemispheres: the left, which is primarily responsible for logic, and the right, which is primarily responsible for creativity. This description fits what is known as the cortex or new brain. However, there is a third dimension of the brain, the hypot…
Let us look at two of the most challenging objections and how to overcome these: 1. “Why Should I Buy From You?” 2. “Give Me the Lowest Price or I’ll Spend My Money Elsewhere.” Think about the two objections above. If you can answer the first effectively, you will never…
Many people are apprehensive about using sales scripts. They feel that scripting is not effective because it sounds rehearsed, and hence, artificial. Some believe that scripting does not take into account the fact that every individual has his own unique personality. At ActionCOACH, when clients are…