The customer doesn’t want to see the value in your product; he wants to get the value from your solution to his business problem. He must perceive unique value from you. If he cannot differentiate you from the competition, there is no reason to buy from you.
Action Step
Selling is the one area where you can afford to stand out from the crowd. You need to present a unique service, go the extra mile that nobody else is prepared to go, in order to set yourself apart from the rest of …

The minute a person realizes that you have something to sell they instinctively throw up the mental barrier. Put yourself in their place and start right – working with the potential buyer to find out how their business will benefit from your proposition.

Action Step
When you approach someone with their best intentions at heart, they will automatically be more interested in hearing what you have to say than if you simply try to sell them something. You can steamroll right through your prospect’s mental barrier by changing your approach.
Ask your …

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 …

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 for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

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 should be only part of your expertise.
Consequently, through unorganized, hit-or-miss methods, his cost of selling is high simply because his methods are not as efficient as they should be.
This does not mean you shouldn’t use …

There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.
Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold …

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless that’s how you make it.
The cry of “hard times” is heard at all times, and not just in these recession days and that is where you should refresh your knowledge of how to handle objections …