Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
Category: Connecting with the Head
Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.
Prospect not picking up the phone? Client giving you the cold shoulder? First, don’t panic; you won’t be the first salesperson to be ignored. Then, consider how to react.
Not every prospective customer is going to be an easy sell. Most often, you’ll encounter at least one or two objections during the sales process.
Approximately 75% of convenience store customers are there solely to buy gas. What can you do to get them from the pump to your store? Plenty, according to GSP’s Steven Cohen.
Likely, you’re going to hear “no” at least once in a while from a buyer. This is especially true in the salon industry, as customers may not always be eager to buy a suggested product or service.
Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.
Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.
For the most part, everyone wants to be liked. In sales, this desire can actually derail a rep’s success. Striving to be friends with a prospect or client may come at a high price, as some reps will promise (or do!) anything to win that friendship.
Today’s salespeople have a powerful tool at their disposal that many of their predecessors didn’t have: Video.
We are living in an “information revolution,” a time when an incredible amount of information is available to buyers. And, they are using that information when making purchasing decisions.