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
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
Seek first to understand not to close. Resist the temptation to pluck the low-hanging fruit. For all you know, it could be bait.| Lend Me Your Ears
Successful salespeople don’t follow the rules. This is why they succeed. Here are three attributes on how to become a successful salesperson.| Lend Me Your Ears