When It Comes to Sales, Too Many Small Businesses Spend Too Much Time Pitching Their Solution and Not Enough Time Listening to the Prospect. Small Businesses Need to Use Sales Discovery Questions to Control the Buyer’s Journey and Uncover Their Needs, Challenges, and Goals Before They Offer Their Solution.
How to Use Sales Discovery Questions to Close More Deals Read More »
Losing a Deal is Often Framed as a Pricing Issue When it is Not. Most Deals Are Lost Because the Salesperson Simply Failed to Demonstrate the Value of Their Offer.
How To Understand The Root Of Price Issues To Refocus On Value Read More »
The friendship formula consists of four basic building blocks. It was developed by the FBI to convince spies to flip their allegiance and to make suspect confess to their crimes. In the hands of a salesperson, it can create fierce loyalty from prospects and customers.
How To Use The Friendship Formula To Improve Sales Read More »
Within the Discipline of Sales Is the Element of The Pitch or Direct Selling Where You Sell Products Directly to Consumers in Non-Traditional Settings.
What Ever Happened to The Pitchman and Direct Selling? Read More »
Many People Associate Upselling with A Sleazy Sales Practice. However, When Done Properly, The Upsell Can Enhance the Customer’s Overall Perception and Enjoyment of The Product or Service, Build A Deeper Long-Lasting Relationship with The Company, While Improving the Company’s Profit Margins, And Customer Lifetime Value
3 Proven Ways to Upsell a Customer Read More »
The Three Ts Stand for Teach, Tailor, And Take Control and Come from The Book the Challenger Sale and Act as A Reminder to Salespersons of The Three Steps Necessary to Conduct More Successful Sales Presentations.
How To Improve Sales With The 3 Ts – Teach Tailor Take Control Read More »
Understanding A Prospect’s Or Customer’s DISC Profile Is One Of Those Concepts That Small Business Owners Should Really Grasp If They Want Sales Success.
Recognizing A Prospect’s DISC Profile for Better Sales Success Read More »
A Value Ladder Takes A Prospect From Free To Your Highest-Priced Product Or Service Through A Series Of Rungs On Your Value Ladder. Each Rung Provides Increased Value And Monetary Commitment From The Customer As Their Trust In The Business Increases.
How to Extract More Revenue Using a Value Ladder Read More »
Trying to Get A Meeting with That Important Prospect That You Have No History with Can Be Difficult. However, Providing Something of Value to The Prospect Before You Try to Get A Meeting with Them Shows You Have Their Best Interest in Mind and Will More Often Than Not Get You That Face-To-Face Meeting You Want.
How to Make Cold Calls That Will Get a Meeting with Important Prospects Read More »
Every Business Spends Considerable Amounts of Time, Effort, And Money Driving Traffic to Their Website. But the Ugly Truth Is That Many of These Visitors Leave Before Making A Purchase. Live Chat Is a Great Way to Engage with Visitors So They Are More Likely to Buy from You.
How To Improve Customer Experiences With A Free Live Chat Tool Read More »
