Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s| Lend Me Your Ears
Research and explore through questions, to get close to the need with the focus of a rifle than hope for the best with the pellets from a ...| Lend Me Your Ears
Inflict buyer with his pain. Every buyer has a real (usually hidden) reason for buying and this is referred to us a pain point. Elicit it and| Lend Me Your Ears
Anybody can ask a question. But to to thrive in selling requires one to ask insightful questions. Insightful questions don’t merely yield knowledge- they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling cannot be gainsaid. Insightful questions lead to a faster, bigger and better close. Faster because, once you […]| Lend Me Your Ears
Avoid high pressure selling. Salespeople should take a page from the playbook of doctors when it comes to engaging with customers. Think back| Lend Me Your Ears
Are you engaged in problem identification or problem solving? Well, if you are selling in a hardware shop and a customer asked for a drill...| Lend Me Your Ears