Ask the Right Questions
Have you asked the customer the right question? Will your question help you understand more about the customer? Is the customer put at...
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Why is the Customer Buying From You?
You have your reasons to sell the product. You believe your product is the best for the customer, it will deliver value, it will benefit...
Engage the Customer
To make the customer listen to you, you need to grab the attention of the customer. The moment you walk in through the customer’s door,...
Why should the customer buy from you?
You must answer this question before you begin selling. The reason is that you are the best. You must believe in this. Otherwise your...
First, Do No Harm!
This oft attributed phrase to the Hippocratic Oath which is related to doctors can easily apply to sales people. "It is the duty of every...
Think!
Differentiate yourself from your competition. While most people are just following a blind path, make sure you strategize where you are,...
The Approach
Now you’ve qualified your prospects, so here comes the hard part. Now you need to convert the prospect into a customer. This means that...
Prospecting Methods: Cold Calling
At some point in time, you will need to speak to a person about your product and the best way to do it is over the telephone. However,...
Prospecting Methods: Relationships
You’re in the business of selling. At the same time, you’re buying from someone as well. Who do your suppliers sell to? Are they related...
Prospecting Methods: Content
Content is King. Whether it is a blog, an article, an info-graphic or a presentation, content attracts people to you. If your content is...
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