Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it [...]

Your mission as a sales person should be to find companies that have immediate wants and needs.  This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity and trigger the sales for you. Opportunities are [...]

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take [...]

Three main keys of every sale are: Researching and qualifying your customers Being in front of them Being there when they are ready to buy To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. Even if your company [...]