Throughout the sales process, you should always be listening to the questions prospects ask you. They are clues to what the prospect is thinking. The questions salespeople love to hear are the ones that signal an intent to buy.
Author: Tony Alessandra
Professional salespeople, who sincerely match customer needs with the product or service, can be much more relaxed once they reach the commitment stage. If you’ve been conscientious all along the way in working with your prospect, the two of you will naturally progress into the commitment phase.
Having a sales plan for each customer is nothing more than selling by objectives. You should plan before entering a sales situation, rather than reacting to whatever develops in the sales interview.
When it comes to employee training, you must concern yourself not only with what is taught, but also with how it will be learned by your employees. After all, the best training in the world will be wasted if your employees cannot retain and apply it.
Three thousand business owners were surveyed about their training practices and asked to relate those practices to productivity. They found that education produces twice the gain in productivity and efficiency than money spent on tools and machinery.