When you feel as if a customer doesn’t like your price, you simply need to remember they only fail to see the value of what you are offering. As long as you remember it is your job to help them see the value, you will increase your odds of success dramatically.
Often “paperwork” like CRM systems, HR concerns, and other administrative requirements take precedence. Additionally many new sales managers are inundated by their sales team with fires to put out. Few new sales managers find themselves “ahead of the curve” – proactively coaching their team. These institutional obstacles are difficult for an individual manager to avoid […]
If you believe that sales training works, and it shouldn’t be considered unless you think it does, then most sales training is a bargain when compared to the increased probability of – closing more business, closing better business, or closer business sooner. This misperception persists because it’s easy to calculate the money saved if you don’t […]
For private companies, acquiring a new customer involves serious investments of time and money. Success rates are generally low. Competition is fierce. So isn’t there a better way of gaining new business, to avoid committing significant expenditure which, too often, benefits neither suppliers nor buyers? There is: optimised account development, whereby existing customers are ‘courted’, […]
s much as we can’t dwell on the past, we do need to spend a few minutes doing an autopsy on the lost sale and learning from it. If we don’t learn from each sale we fail to close, then we’re committing ourselves to a pattern of losing more sales. Take the time to answer these […]
Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR. I am pleased to be one of the first to educate people on this. Since explaining this concept, we’ve seen salespeople and companies […]
Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals”.
Are you doing whatever it takes to keep up? Are you willing to tear down a 1960’s-era mall and replace it with one of today’s hot new shopping developments? Stay ahead of the trend or risk being squashed by it.
Short questions get you long answers. Long questions get you short answers. It is up to you as to the approach you want to take, but if you want to actually learn something about the customer’s needs, you will get there quicker by asking short questions.
Some people can’t tell a lie, others can’t tell the truth and unfortunately, most people can’t tell the difference. Whether you’re an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.