We have been looking at the key obstacles in the buyer’s mind which we need to answer before we can progress the sale. The first of these was the different …
In my last article we finished with a statement from Zig Zigler which stated – “Every sale has five basic obstacles – No Need, No Money, No Hurry, No desire, …
We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each …
Following on from the last time when we looked at the introduction phase of the sales interview. Today I would like to focus on uncovering the buyer’s needs through the …
In my last article we looked at the opening of the sale and the need to set the agenda for the meeting. This sets the scene. To recap – An …
Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we …
Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue. This is the first part, having a …
As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios. In my experience …
Confidence is a huge issue for many salespeople. Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. …
As we discussed in the last article, having a sales process for you and your team to follow has the biggest impact on the profitability of your business. I was …
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