When qualifying a client you will spend a great amount of time asking questions in order to glean information and, in turn, actively listening to what the client has to say. The best sales people ask a lot of questions and genuinely listen to the answers. By asking pertinent questions and listening much more than [...]

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 [...]

The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result [...]

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 [...]

You have arranged the meeting with your customer, and you got his attention. Next step is to secure his interest in your products or services. Interest is usually lacking for one of two reasons — either you have not secured your customer’s attention, or your argument or selling pitch or presentation is not the best. [...]

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy “I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to [...]