Remind Them Why You Won
Mia White It is important that new customers and old customers are treated differently to meet the goals of the company. A new customer is someone that you want to entice, challenge,…
Mia White
Loss Aversion
As a child, did you ever find yourself bargaining with your parents to get your way? Maybe you presented all the positive aspects of your request first, and then quickly…
Your Value Wedge
The reality of sales is that, most likely, another company can offer your potential customer the same thing you can – and they might be able to do it for…
The Unknown Need
In class, we have learned that the initial problem that a prospect brings you typically is not the real issue. According to Corporate Visions, being aware of this is what…
Perfect Timing
Have you ever gotten a sales call when you were preoccupied, like during dinner time or too early in the morning? I know I have, and it annoyed me right…
Urgency is the Best Policy… or is it?
I have seen a number of sales techniques on the internet that encourage a seller to use a sense of urgency to their advantage. They do this because, oftentimes, the…
Put Yourself in Their Shoes
I came across a website with a few tips for new sellers. One of their biggest tips was to put yourself in the shoes of the customer to achieve the…
Hollow Promises in Sales
While researching some of the biggest mistakes that can be made during the sales process, I found something very interesting – On average, customers who had a particularly bad sales…
Know Your Customer in Advance
When researching some sales techniques, I came across a tip regarding the customer’s background. Once I began looking further into this, I remembered that Coach D gave us some of…
It’s Not What They Say, It’s How They Say It
When someone says something in a monotone voice, has no change of expression, and stands perfectly still, do you feel that they are interested in what you’re saying? What about…