Category: Solving/Collaborating the Buyer

7 Times When Less Is More in Selling

In selling, there are times when a minimalist approach is needed. Minimalism is a term used in art to describe the bare essence of a subject. To express something in minimalist form, the artist eliminates all non-essential elements.

How to Handle a Prospect who Goes Dark

A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.

Value is the King of Sales, and the Queen of Service

Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”

Tips to Ace Your Online Presentation

When you’re giving an online presentation, you face extra challenges. AJ Agrawal, in a SalesForce post, tells you how to succeed in these situations.

Selling Against the Competition

Companies which don’t understand their competitive advantage say things like, “Our product is better quality,” or “Our service is better.” You have to define quality or show how your service differs from the competition.

How to Create the Right Mindset in Your Prospects

It’s not necessarily our message that first moves people to think or act. But rather the mindset we create for them can guide decisions.

“I can’t find the buyer anymore!” Here’s why…" rel="bookmark"> I can’t find the buyer anymore!” Here’s why…

Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff – OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

Proper, pointed, precise, purposeful response shortens the sales cycle.

How do you respond to your customer’s words and barriers? The answer is: CAREFULLY, TRUTHFULLY, and with AUTHORITY.

Why do some persist and some quit? Because…

Is there a secret to follow-up? No. Is there a best way to follow-up? No. Why do people quit too soon? Big question. Why do you quit too soon? Bigger question. Have you ever read Think and Grow Rich? Biggest question.

Streamline the Prospect's Path to "Yes"

Is it taking longer to get your prospects to say yes? Information overload is impacting everyone's schedule and sometimes slows down the sales cycle. Check out these tips to speed the prospect to the answer you want.

Why You Must Emphasize Value to Drive Your 2017 Sales

Want to know what buyers really care about? The latest research shows that it's not price.

“I can’t find the buyer anymore!” Here’s why…" rel="bookmark"> I can’t find the buyer anymore!” Here’s why…

Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff – OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

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