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Uncover Flaws, Discover Opportunities
After asking some opening questions, where you start to gain a better insight in the customer’s situation, it’s time to dig a little deeper and uncover some flaws in the customer’s business. Which are...
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What Price Really Is
Once we’ve presented our product or service, demonstrated the benefits and built our argumentation, it’s time to talk price. And of course this goes with a little battle for discount. The request for a...
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10 Golden Rules For Customer Satisfaction
1. Accessibility Your organization should be easy to approach. This goes from excellent customer service by phone to providing enough parking spots and flexible opening hours. 2. Reliability...
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How To Deal With Expressive Customers
In general most salespeople like expressive customers. Because they are extroverted individuals, it only takes a few questions to get them talking. More often than not they are also on the more...
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The 7 Most Common Flaws Of Unsuccessful Salespeople
Every once in a while you meet a salesperson who lives for their profession, but that’s not always the case. Here are some of the most common weaknesses of salespeople. 1. Lack of enthusiasm Few...
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Sales Vs. Marketing: Let’s Not Be Strangers
Marketing people sometimes consider sales people to be conservative and not too reliable. They believe the market intelligence or competitive intelligence brought in by sales people is too personal and...
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6 Selling Styles Uncovered: Which Kind Of Salesperson Are you?
Simply stated we can say that sales people have evolved from product-oriented to service-oriented, then advice-oriented and eventually relationship-oriented. George Dudley and Shannon Goodson have...
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Hunting Instinct: Do You Have What It Takes?
In the past a lot of salespeople were not necessarily talented or well-educated, but this situation has changed. Companies have taken a customer-centered approach and place more importance on direct...
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The Story Of The Hunter And The Farmer
Simply put, we can say that there are two sales personalities: the hunter and the farmer. Let’s take a look at what makes them different. The hunter - focuses on making a single sale to potential...
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The Trial Close
If you ask the customer to make a decision, then you’re talking about a specific proposal or sales quote. It’s a make or break situation. If the customer is not ready to make a decision yet, you run...
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