Picture this: You’re about to call a prospect to follow up for the third time. At the other end of the line, your prospect is doing nothing.
Author: Jeffrey Gitomer
How do you sell? No two salespeople sell the same way.
I met a guy on a plane who was an area director for a major shoe store chain. "Suppose I went into your store and the shoe I wanted was out of stock in my size — what would happen," I queried.
Often, what makes people buy are the little things. Little memorable things.
The prospect won’t buy if he/she lacks confidence in you or your product. How do you establish buyer confidence?
Seems too simple. Just ask. In most cases to get the sale — at some point you must ask for it.
It’s Saturday night around 6:00 p.m. Early dinner for Jessica, Gabrielle, and me.
Sometimes salespeople get a bad rap. Sometimes they create it.
Great, just what you wanted to hear. But don’t discourage easily on this one; it’s actually pretty easy to get an opening and begin a relationship if you can get the prospect talking.
Psst — hey ‑c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase.
The most important aspect of making a sale is also a major weakness of every salesperson: asking questions.
The old adage is, “It’s not what you say, it’s how you say it.” Wrong. In sales it’s both.