How to sell to your prospects today? Start with the fact-finding. Don’t be afraid to ask questions that will help you understand your customer’s situation. Don’t be afraid of what objections your prospect might bring up. You will actually make your sale much easier with the good fact-finding. You want to uncover your prospects needs and [...]

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 [...]

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. [...]