Geoffrey James is an author, journalist, and freelance writer. His works have been published in Wired, The New York Times, Men's Health, Brandweek, Technology Markeing, SellingPower magazine and ComputerWorld.
By nature, salespeople are driven to excel.
However, at a certain point your resources, your time, your energy, and your focus, become stretched too thin and you need to start thinking about working smarter, not harder. Fortunately, there are a whole host of sales tips and strategies that can help...
Customers make purchasing decisions because they have carefully considered a set of good information, right? No, not really.
Customers make decisions at the gut level, because buying decisions are always the result of a change in the customer's emotional state. While information may...
Selling and buying are not purely intellectual exercises. Buyers and sellers are emotional human beings, which is why great salespeople are always masters at managing their own emotions.
According to Robert Scher, president of the Scher Group, highly successful salespeople cultivate the following...
Companies spend billions of dollars every year on sales training and, frankly, a lot of that money is wasted. Here are some quick pointers to make certain that you're spending your sales training dollars wisely.
1. Hire a trainer that matches your needs
Entrepreneurs often wrongly...
Most sales scripts often include questions intended to move the sale forward. However, ask any of these questions during an initial conversation with a customer and you've probably lost the sale.
Question 1. "Would you agree that...?"
This question is trying to manipulate the...
These easy tweaks to your sales process to create a huge increase in both sales revenue and profit:
Step 1. Reduce the number of opportunities you pursue
The more opportunities you've got, the more likely you are to make a sale, right? Wrong. If you can't give each prospect the attention...
Over the past 10 years, I've had
in-depth conversations with almost 100 sales gurus. If I were to boil down
their advice to the absolute basics, the result would the following essential
1. Researching Prospects
Chances are your prospect knows
plenty about you, your firm and your...
Sad to say, many salespeople get in the habit of
using discounts to close deals. There are several reasons that this usually
isn't a good idea. First, the sales discount
reduces your profit on the sale. Second, a discount implies that the best price
wasn't offered first. And...
Every sales situation is
different, but all customers always ask the same questions (silently or aloud)
before they buy, according to Duane Sparks, author of "Selling Your Price." Those 'sales questions' come in this exact order:
1. Do I want to do business with this...