Every business says they have a sales process, however many of these businesses do not have a process so much as an evolved way of doing things. When asked what …
We have been looking at why asking the right questions is so important in the sales process – well here’s a question for you. How can you tell what your prospects …
In a recent article I mentioned the importance of “sharpening the saw” from a concept which Steven Covey talks about. Due to requests I have included the story below which …
Most people tell me they can sell once they get in front of a prospect, however if they don’t get the appointment they never get the opportunity to sell to anyone. …
Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all …
This week’s article brings us back to the subject of questioning. Did you enjoy the last dinner you had out with friends? You are probably wondering what that question has …
Last time we were looking at why we need to develop good questioning processes. I want to explore this subject more, however let’s look at why it is so important …
We have been looking at developing a questioning process for our presentations and how most salespeople are so desperate to talk about their products and services and all the solutions …
As we have discussed in previous articles closing or in our process confirming the sale should be the easiest part of your sales process if you have indeed followed a …