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Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.Read More
Pain solutions sell — educational solutions create headaches.Read More
The most successful salesperson is an educated dummy. Being a dummy does not mean you immediately forget everything you know about the products and services that you sell.Read More
Statements do not require answers. If you want to know why a statement was made, ask the prospect a question.Read More
You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.Read More
Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.Read More