5 Ways to Nail a Commitment With a Client Have you ever heard about a sales commitment at the end of a call with a potential client? Most sales representatives end their calls either with no commitment or a vague statement. If the two scenarios mentioned above ring a bell for...
4 Steps To Get Client Testimonials That Enhance Brand Reputation The cutthroat competition governing every business model keeps getting intense with every passing year. Similarly, customers are becoming increasingly choosy about picking brands they want to stick with. The only way for your business to prevent being crushed by competition is...
What is the Difference Between Pre-Qualifying and Pre-Judging? Sales representatives are always looking for clients who are likely to make a purchase. Thus, when disinterested clients show up, they feel it is best not to waste time on them. But what if that is just the initial nature of the customer...
I had a conversation with another training company last week. We discussed joint venturing into each other’s webinars. The gist of this discussion was that I would give their subscribers webinars, and they’ll do the same with my subscribers. Now that the basic things were clear, we took the conversation...
Pursuing a career in sales and sales as a process is indeed complicated. Sometimes the fundamentals are exactly what the doctor prescribed. Consider thinking beyond the box. Outthink and outsmart. Overpower and outfox. There is quite some pressure to outdo oneself in our quest to outdo the competitors. You'll have a competitive...
Some insights from the Wizard of Oz. Because lions are considered "The Kings of Beasts," the Cowardly Lion feels that his fear renders him insufficient. He doesn't realize that bravery is acting in the face of fear, which he often does. Following the aftermath of the Wizard's gift, while he...
Selling is much like serving. It was time to buy a new automobile. As many of us have already experienced, the salesperson dances back and forth between their pricing and our offer. I enjoy observing the salesperson's demeanor. Do they pay attention? Do they grasp my requirements? Or are they simply...
The idea behind strategic questioning is to foster discussion that generates or uncovers knowledge rather than just transmitting already known information. The notion is that by asking pertinent questions and contemplating the responses before moving forwards, the dialogue might progress beyond the usual and predicted conclusions. Exceptional Sales Interactions I've encountered a...
Successful business leaders never fail to amaze us with their exceptional qualities. They excel in being calm during chaotic business situations and building long-term bonds. These characteristics originate from Mindfulness, a helpful act for those aspiring to be future business leaders. How do we define Mindfulness? It's as simple as it...
Closing sales and growing your business isn’t about selling to everyone; it’s about selling to those who “qualify” as a prospect. To qualify during the sales process isn’t an easy skill to learn. It occupies its position as a big challenge that salespeople and business owners face today. To properly qualify...
