Your proposal is not the presentation. If you did not connect with the buyer during the pitch, you will not with your proposal. So, treat...| Lend Me Your Ears
But first, what is a sales funnel, how do you create a sales funnel, and what are the benefits of a sales funnel? Contrary to popular belief,| 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
Build rapport with the buyer; it is is an indispensable ingredient to successful selling. Have you ever met a stranger and you instantly hit| 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