Making Your Prospect “Give Up”
Oliver Schwarz When approaching the close of a sale, it is important never to ask for an order, instead, you should make your prospect “give up’. The prospect “giving up” means they…
Oliver Schwarz
Prospecting
Prospecting can be an important part of selling, but it is important to understand that when prospecting you are not going for a sale, you are going for an appointment.…
A Prospect Who is Listening is No Prospect at All
When making a sale, it is important to be searching for your prospects pain. The way to discover this pain is asking good questions, then shutting up. When you are…
Don’t Paint Seagulls in your Prospect’s Picture
When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as “painting seagulls in your prospects…
Talk About Budget
Many salespeople are petrified of mentioning budget when trying to make a sale. Some salespeople will go through an entire sale, having not discussed budget at all. Discussing budget is…
Positive Sales
There are many nasty stereotypes about salespeople. Unfortunately, for many people when they hear the word salesperson, they think of the annoying, overly talkative, pushy salesperson who will do whatever…
Unusual Sales Pitch
I recently read a story about a sales pitch that, using an unusual method, was a success. Hans Geisler, the founder of Japhy Surf Co. told about a time in…
Trust in Sales
Recently in an article I read, Anderson Peterson, the CEO of Signal Sciences, shared a little about the experience he had while working at The North Face while he was…
Apple’s “Steps of Service”
Some large companies have very specific training techniques that every customer service employee is trained in. For Apple, it’s a five-step process called the Apple “steps of service”. Apple didn’t…
A Positive Sales Experience as a Customer
My family once made a trip to REI to purchase a backpack for my sister before she departed on a three-month mission trip to Asia. In the backpack section of…