Category: Solving/Collaborating the Buyer

Ask THESE Questions to Win the Sale

Questions will get you answers. The right questions will get you sales.

How to Win Over A Competitor’s Customer

Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.

How to Boost Your Sales Using Decision Intelligence

“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.

Yes, You CAN Reach That Prospect! Here’s How

Do you ever feel like you just can’t get through to buyers? You’re not alone. Busy schedules and gatekeepers are just a couple of the common obstacles reps face. But, don’t give up; chances are good that you will get through.

How to Take the Path of Least Resistance

After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.

How to Paint A “New Reality” For Prospects

To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.

How to Make It “EASY” for Prospects to Buy

You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.

Losing Sales? These Are the Likely Reasons

Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.

2 Questions Your Clients Need Answered Before They Buy

Although there are many sales strategies out there, a good amount can be traced back to the Universal Buying Cycle. Created by the Floriss Group’s James Rores, the cycle is based on the observation that every potential buyer has to answer four questions before they can make a decision.

Competitor Objection? No Problem!

No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.

The New Breed of Salesperson. A Non-Salesperson.

There’s a new type of salesperson emerging. They’re steeped in product knowledge and practical problem solving capability.

True Problem-Solving Begins with Questions

Your client has called an urgent meeting with you, indicating that something is wrong. You rush over, and, instead of explaining the situation to you and asking for your advice, they tell you a solution they already have in mind. Should you take that request at face value?

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