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Category: Sales
Selling added value defeats price objections
I remember a tireless mantra from my first sales training class: Evidence defeats skepticism. Let me take this one step further: Selling added value defeats price objection. There are few things that can derail a sale more than price objections. If we let ourselves get caught in that trap, we may get stuck. Let’s face it, if price were the only concern, every time we looked at a parking lot, we would see only the least expensive cars. This indicates that price is not the only concern our prospects have. So what do our prospects really want? That is what we have to find out.Read More…
Role playing: Rx for a professional edge
In car racing we hear the pros say, “You win in the pits”. The skill and speed of a pit crew can often be the determining factor in winning the race. They practice, practice, practice.
Learn early and often
We know that top-performing salespeople are very good at asking questions. As prospects, we should plan our questions too. It can save us big money.
A “must do” for good relationship management
I received a call at 3:00am the day before Mother’s Day: It was my sister, and she informed me that Mom had passed away peacefully just a few minutes before. The news was not unexpected. She was 90, and suffering from lymphoma.
The next day I was approached by a fellow usher at our church service. Her name was Eileen, and she wanted to express her sympathy for my Mom’s passing. I said thank you, and considered that to be the end of the conversation. It wasn’t. With intense interest and her eyes sparkling, she asked me, “What was she like?”
It all starts with connection
If you were reading my last blog post (4/22) on relationship management, you may be saying to yourself, “That’s nice to get to know people well find out all about them, but I don’t have time. I am in retail, and the more transactions I have, the better it is for my job” OK. Makes sense. How can we compensate for this?Read More…