How to change the perception of Sales
Daniel Many people walk into a store or car dealership wondering what encounter they might have with a sales rep. Will they be bombarded? Harassed? Annoyed? Or will they be comforted,…
Sales
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…
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.…
Actively Listening in Sales
David Kraus One of the most important thing in sales is being able to listen and ask questions. Where this can go wrong is when people go into a conversation with questions…
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…
The Evolution of Sales
Most people when they think of sales have an outdated view of what it really is. For example, in the past there was really no information that was available for…
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…