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 …

You can’t expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training.
In order to understand the cause of a lost sale and to find ways of overcoming these in the future, it is necessary to make a careful analysis of the factors that come into a potential sale:

The Salesperson
The Product or Service
The …

When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a potential client makes an objection, then it will be easier to handle and use to our advantage in the appropriate situation.
Not all objections should be received as a negative blow to your sales presentation. In fact, with the exception of two very specific objections, most others can be dealt with effectively and are actually a positive sign that your client is showing some interest. In other words, if the …

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.
If you believe your argument or selling talk is failing to arouse interest, you must investigate the cause.
This could be one of the following:

Your proposition actually has no interest for the customer and for good reasons can …