If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher. Action Step: Ensure that you are able to [...]

Today I am sharing with you my Daily Sales Tip #101: decide what you must do to convince and persuade your prospective customer to think as you think, feel as you feel, and act as you would like to have him act. Subscribe to my daily sales tips and you will receive a free ebook [...]

It is not what the product costs, it is what it saves and earns for the buyer.  Remember this when you speak with your customers. Action Step Cost is simply one element of the transaction. If a client can be convinced of the added value of a product – how much it can save them [...]

One tip about health: the salesperson, to be successful, must have a strong, healthy body full of energy; a clear, logical mind capable of accurate reasoning; and a strong, emotional nature that can feel and inspire enthusiasm. Ask yourself – am I healthy? Am I capable of thinking logically? Can I control my emotions? A [...]

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, [...]

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 [...]