Today I am sharing with you my Daily Sales Tip #28 titled: “Hit or miss does not work in selling.”

Hit or miss does not work in selling. Many sales are lost because salespeople assume they know what the customer wants. This does not mean you should not use your instincts and training well. But it does mean that your sales assumptions must be based in a finding of facts, not guesses.
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Today I am honored to have a guest blogger on my blog, his name is Neil Jain and he empowers people to make confident financial decisions. Here is his article:
In keeping with Alen’s current theme about Trigger Events, I can confirm that in my business identifying trigger events has been a key aspect of the sales process.
Importance of Trigger Events
In my business, we offer financial education workshops and, if you think about it, it’s hard to get excited about being more responsible with money unless there is some sort of …

A Blog (short for web log) provides commentary or news on a particular subject such as food, politics, or local news. A blog can be private, as in most cases, or it can be for business purposes. Blogs, either used internally to enhance the communication and culture in a corporation or externally for marketing, branding or PR purposes are called corporate blogs. The ability for readers to leave comments in an interactive format is an important part of many blogs.
Several blog search engines are used to search blog contents (also …

Consider the following letter by an active head of one of the largest software company in America:
“Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person’s earnings from $7500 a month up to almost anything is in their own hands.”
The heads of ninety-nine out of every hundred companies employing salespeople reflects that sentiment. Often the main limit to the salesperson’s earning power …

You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.
To ignore or try to dodge them is a confession of weakness which will not be overlooked by a prospective buyer. It is an opportunity for you to treat the question raised as if …