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How to Win the Deal Without Discounting

If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal in … Read More

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Hit or Miss Doesn’t Work in Selling

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to make assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts … Read More

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Create Rapport With Anyone

You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness – you don’t have to ‘like’ the other person; … Read More

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How to Reframe Objections

Many sales techniques focus on the “why’s” of the prospect (why they feel a certain way). A very powerful sales technique is called sleight of mouth, and what it allows the salesperson to do is re-frame a negative objection into a positive benefit … Read More

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How to Handle Price Objections

Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see … Read More

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Why Positive Thinking Is Not Working for Introverts?

There is nothing more troublesome for an introvert than to be judged against the same criteria as the extrovert. Engaged in the kind of in-depth analysis of a situation that lends both frown and introspection, it’s troublesome because people mistake … Read More

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Business Culture and Introverts

Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe … Read More

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The Mistake of Overselling

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after … Read More

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Make People Want to Buy

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or … Read More

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What to avoid when cold calling?

Cold calling – the nemesis of all sales people. It is the definition of rejection and can impact on the success of anyone who tries it. On the other hand, it can be a road to increased sales, meeting your … Read More

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Order Taker vs Order Maker

Consider the following email by an active head of one of the largest software company in America: “Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are … Read More

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introverts-myths

Myth: Introverts are shy

Extroverts’ perception of introverts is based on some pervasive and faulty myths: Myth #1: Introverts are shy and insecure. “You can’t hide in your cubicle forever! Come out and talk to people!” Truth: Introverts are not afraid of social interaction – … Read More

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introverts-myths

Myth #15: Introverts are terrible at sales

“I need to see you trying harder to close sales. You spend so long with people and I never hear you pitch the product!” Myth #15: Introverts are terrible at sales. Truth: Introverts excel at sales. Both extroverts and introverts can … Read More

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Cold Calling Sucks, But it Works!

Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. Same … Read More

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How To Approach Cold Calling

There is no question that cold calling is not at the top of anyone’s favorite activity list. The common objections are: I don’t want to bother anyone They probably won’t be interested I don’t want to be yelled at I … Read More

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How to Avoid Hype When Selling

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Visit any car dealership and just stand still to get a taste of this practice. Hype appeals to the imagination, both on the part … Read More

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