Staying Focused In a Sale
williamsms1 In the midst of a sale it can be a challenge to stay focused through the excitement. It becomes easy to get distracted and start adding your own ideas into…
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The Budget Question
Probably one of the most daunting areas of a sale for the seller is opening the discussion of budget. Going to high can lose a client but going to low…
A Positivity Ratio
In many situations, including sales, there is a key balance between rational positive thinking and negative or realistic perspective. This has been called the Positivity Ratio and when practiced effectively…
Dealing With Rejection
When handling a sale, dealing with rejection will quickly become a common occurrence. Knowing how to manage that rejection can change the final outcome of a situation with a customer.…
Exposing Pain (but with a remedy)
When talking with a customer or client it comes down to one key point: exposing the problem or the pain. This shouldn’t be done alone, however, because this will show…
Technology Changing the Salesman
Not too long ago and before advances in technology there was a sales model that was effective in its time. This model rested on the idea of “Caveat Emptor” or…
Social Media As a Sales Tool
Technology is without a doubt an important factor of sales and social media is one of the more underutilized part of this when it comes to selling. The most popular…
The Importance of Technology
Technology continues to change and shape the world around us in so many ways and one of these numerous fields that it has transformed is that of sales. While many…
101 Things You Don’t Need To Know
If you were to look up sales skills you would be met with page after page of “8 Essential skills for the salesperson”, “19 techniques every salesperson should master”, “12…
Listening Is Key
The list of what makes a sales process effective can be a lengthy one but can boil down to a few key factors: listening, asking questions, honesty, and empathy in…