Business Goals
Why Inviting Objections Will Help Boost Sales
Sharply dressed and armed with your materials and a positive “I Can” attitude, you sit down with a prospect or get on the phone for your scheduled complimentary sales presentation. All is going well when SMACK! You’re hit with an objection. That objection can feel like a blow to inexperienced, less-than-confident business entrepreneurs. When they…
Read MorePut Your Prospect in a "YES" State of Mind
Last week, we dove into the emotional journey that prospective buyers often experience while listening to a sales presentation. For many potential clients, that emotional roller coaster includes a number of negative feelings including anxiety, annoyance, pressure, skepticism and downright fear. But, that’s not how prospects want to feel. No, they innately want to feel…
Read MoreHow to "Feel" Your Way Through the Sales Process
You don’t have to be a psychologist to master the art of sales, but there IS a psychology to effective selling. That’s because choosing whether or not to buy isn’t just an intellectual exercise. To the contrary, buying is emotional. As a salesperson, you need to be 100% in tune with the emotional status of…
Read MoreDo you know the difference between telling & selling?
Remember those four words we all dread to hear at the end of a sales presentation? “I’ll Think About It…” Last week we explored how to respond to those words and revive your chances of closing the sale. But, if your prospects are regularly telling you that they need to think it over, there is…
Read MoreClose More Sales by Learning to Handle THIS Response
As entrepreneurs, you’ve all navigated your way through your fair share of complimentary sales calls and meetings. You’ve prepared, practiced and done your very best to present the many benefits of the service you offer. Once you’ve made your offer and you’re ready to close, there are 4 words you dread to hear: “I’ll think…
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