Sellers who focus negotiating to price only, limit themselves and lose the opportunity to show value-especially with new business. “Give us a discount. We are giving you 500 salespeople to train.” Contrary to popular belief, this is not an open and shut case of obvious discount from bulk business. Instead, it’s an opportunity to negotiate. […]| Lend Me Your Ears
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage...| 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
Demonstration makes presentation easier for the seller. Equally, the more the buyer’s senses the demonstration interacts with, the higher the| 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
Overcome tension and close. Or, kiss her. To some it's euphoric, others, traumatic. That fleeting, tension-filled moment, when the first kiss| Lend Me Your Ears
Continual prospecting is key to success. This eternal search can take many shapes. A fan of this column says they are required to spend 60% of| Lend Me Your Ears
Lend Me Your Ears offers several value added short courses in Kenya to help develop and grow your staff's professional skills. These courses| Lend Me Your Ears