Consultative Selling

How To Handle The Prospect Who Is Afraid Of EVERYTHING

How do you handle the prospect that is afraid of everything and everybody?  You know the person I’m talking about.  That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. First,…

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How To Create Urgency In The Sale

The sales interaction went well.  The prospect seems very interested, and you cannot see any objections.  However, you also cannot see any urgency, as the prospect feels they can wait.  You offer a price discount as an inducement, but still…

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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways…

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3 Ways To Handle The Prospect Who Is Shocked By Your Price

You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is,…

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What To Do When The Prospect Is Very Late For the Appointment: Part III

The prospect shows up 30 or 45 minutes late for the meeting.  You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time.  What do you do? In…

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What To Do When The Prospect Is Very Late For the Appointment: Part II

If you have been in the world of professional B2B selling for any length of time, then you have probably had that prospect who kept you waiting for 15, 20, 30 minutes or more.  It presents a very delicate and…

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What To Do When The Prospect Is Very Late For the Appointment: Part I

You have set a solid appointment, and immediately sent an email verifying the meeting information.  You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. appointment a proper 15 minutes early. …

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Don’t Get Too Excited After The Prospect Says “Yes”

You are in a selling situation, closing and asking for the order.  The prospect is objecting.  You are dealing with the objections, negotiating.  The situation is tense and volatile and there is a ton of money on the table.  You…

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A Powerful Way To Close The Husband And Wife Team

Closing the sale while sitting across a desk or the dining room table from a married couple can be tricky.  When one spouse is solely dominant and clearly makes the decisions, it’s not so bad.   However, when they begin to…

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NEVER Allow the Prospect to Bash Your Competition

One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition.  In fact, most sales people love it when this happens and usually join in with the prospect in…

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Three Times When You Should NOT Look the Prospect in the Eyes

You know the critical importance of Eye Contact.  Yes, eye contact plays a vital role in selling as in almost every other area of business and consumer life.  However, in professional sales, there are a few times when you do…

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3 Ways To Increase Perceived Value During The Sales Interaction

One certain way to increase sales is to increase the perceived value of your product or service. The sale often takes place when the prospect feels that the value of the product is significantly greater than the value of the…

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