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.
Category: Connecting with the Head
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.
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.
We’ve all been a part of webinars that just didn’t excite us, or spur us to action. “Webinars are an incredible avenue for providing thought-leadership content to people who are curious about your industry,” writes Amy Balliett for Inc.
If asked, most salespeople would say they want to be irresistible to buyers. But being irresistible, according to sales pro Marc Wayshak, doesn’t necessarily come naturally.
For one sales professional, there’s one key ingredient to a successful sales demonstration: Storytelling. And, while many salespeople have been taught to sell benefits rather than features, they haven’t been taught how to do this in the form of a story.
Biases exist, whether we like it or not. It’s up to salespeople to overcome buyers’ internal biases to make the sale.