The successful approach is simply an advance agent of the appeal, the talking points of what you have to sell. Instead of jumping right in and talking about the features or benefits of your product before you’ve won your buyer’s interest, cloak the points and present them as something the buyer would want. Then you’ve [...]

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. You might account for that by [...]

Yours truly is number 17 on SalesCrunch Top Sales Blogs list! SalesCrunch presented today their second Top 50 Sales Blogs List; their first SalesCrunch Top 50 Sales Blog 2011 list was compiled several months ago with HubSpot’s Blog Grader. The blogs on the list were selected for this Top 50 list based on the number of followers [...]

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are. Call on a thousand average people to whom your proposition is salable. You’ll find the same objections on the lips of [...]