Sales Interactions

3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps. However, when you have…

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7 Sales Phrases You Need To Use To Become More Assertive

It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the resources required to behave assertively. This may come across as submissive, passive-aggressive or even overtly aggressive at times. So, what phrases can you use in sales that will show an assertive disposition without…

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The 3 Biggest Listening Mistakes Sales People Make (And How To Avoid Them…)

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over…

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How To Nail The Balance Of Logic v Emotion When Selling

Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, responsible for fight or flight, and located at the top of the spine, close to the back of your skull. Secondly, there…

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STOP Using These Tired Methods When Opening Your Sales Interactions

The initial interaction with the buyer is one of the most critical parts of the sales process. This session establishes the ‘primary perception’ of you by the buyer. It builds your credibility and trustworthiness, and allows you an easier passage through the process. Some research suggests that you have between 15 and 30 seconds to establish that perception, either positively…

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Use These 6 Opening Statements To Make Your Sales Interactions More Effective

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a…

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The 4 Word Statement That ALWAYS Builds Value

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a car….it has to do the job better than I would expect and make me feel every journey is an experience…

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22 Ways To Critique Your Sales Meetings

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?” That question struck me because, basically, I hadn’t considered it much before. I used…

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Ask Open Or Closed Questions? I Don’t Care!

Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use in the sales discussion. Many times we are told that ‘open’ questions (the ones that start with why, what, when, how, where, who, etc.) are the best ones to…

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Dealing With The Different Levels Of Stakeholders In The Buying Company

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The different levels will be involved in the search, evaluation, purchase and use of…

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