The importance of the sales cycle cannot be diminished. However, the sales cycle won’t work if you don’t. The length of the sales cycle is up| 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
When you open the B2B sales call with insight about the potential buyer you heighten engagement from the get-go. And the more engaged he is,| 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
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