Don’t Paint Seagulls in your Prospect’s Picture
CaloritisZJ1 In class we discussed the lawsuit involving a little girl, her father, and the girl’s art teacher. The little girl came home one day, and showed her father a painting…
CaloritisZJ1
Budgeting Pains
You’ve addressed the issues, you’ve successfully identified their problem, and you both see a mutually beneficial fit for business. You can almost feel the close… then comes the all-important decision…
Asking the RIGHT Questions
In a sales setting, you may find that a prospect is reluctant to share all the necessary information that you, as the salesperson, need to see if there is a…
Clarity in Sales: Finding the Problem
Clarity in sales refers to the capacity to help others see their situations in fresh and more revealing ways, and to identify problems they did not realize they had. Conventional…
Selling Positivity
It is said that maintaining a positive demeanor can have numerous benefits in the sales setting. This conveys that you truly believe in the product or service you are selling.…
RAIN Group’s Keys to Improve Your Sales Conversations
The following are 4 key ways to improve your sales conversations, from RAIN Group. 1. Build a rapport: Before probing the prospect for information, the salesperson must talk about how…
Make No Assumptions about the Sales Process
When interacting with a prospect, never assume anything, not expressly made evident. Instead of misreading between the lines, allow the prospect to guide you. Be careful of assumptive statements, such…
Answer a Question… With What?
As we all know, one of the main goals in a sales conversation is to gain as much information about the prospect as possible. One technique for doing so is…
Go for the Gold, Go for the Appointment!
Person A: “So what do you do?” Person B: “Well, I sell baseball bats for…” Person A: “I’LL TAKE SIX!!” Wouldn’t it be nice if prospecting were this easy? Unfortunately,…
Don’t Spill Your Candy in the Lobby
In class, we discussed this core concept of attunement. Essentially, this means that the salesperson should not reveal exactly what they are selling before it is appropriate. Thia may have…