Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer

Finding sales prospects, first basic rule: You can make a sale only if you deal with the person who can say Yes to what you offer. That’s obvious enough, especially if you’re selling to individuals. But it’s more difficult if … Continue reading →

Buying signals in the face-to-face meeting

In a previous post, we addressed buying signals in general.  Now we look more specifically at the kind of buying signals you might encounter once you’re actually face-to-face with the Prospect. There will be times when the Prospect’s cues are … Continue reading →

Demonstrations skills training (Part 2)

Demonstrations skills training: this is Part 2 of a two-part segment on demonstration skills training. Demonstration skills training: why, when, how To read Part 1 of this Demonstration skills training module, see above on this blog. 4: Conduct the body … Continue reading →

Demonstration skills training (Part 1)

Demonstration skills training: why, when, how Demonstration skills are one of several “proof sources” to call upon as needed. What IS a proof source? It’s whatever will “prove” that your product or service not only does what you claim it … Continue reading →

Active Listening as a tool for finding the Prospect’s real objections

Active listening is a way to find what is really behind the objections you hear. I was talking to my friend Henry the other day. Henry has a product that allows engine oil and hydraulic fluid to last 4-10 times … Continue reading →

Cold calling: when you CAN use it as a way to make the sale (and HOW to do it)

Good sales can flow from cold calls. While cold-calling should NOT be your primary way of approaching new prospects, there will be times when it is appropriate as a selling tool. For example, if you have open time between scheduled … Continue reading →

Sales techniques: Closing for “other kinds of buying action”

“Closing the sale” does not always mean closing for the sale. Sometimes it’s best, even necessary, to close for “other kinds of buying action”.  What “other kinds”? In the ideal case, you will be closing for the order— that is, … Continue reading →

Sales tips: Summary checklist on how to move the discussion from price to value

Sales tips. Checklist on how to keep the focus on “value” rather than just price Price is important, but rarely is as decisive as you might expect. More important than price is Value. While Price focuses on dollars spent, Value … Continue reading →

Non-verbal selling skills: “screen test” checklist

It’s always a good idea to check out your non-verbal selling skills by doing a videotaped run-through before key demos and presentations. Here’s a checklist of some key elements to attune to as you check the quality of the non-verbal selling … Continue reading →