Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – Wondering how to engage your prospect?
From time to time we all run into a prospect who is tough to engage. Today’s thought is about capturing the attention of that prospect. I suggest to my clients to imagine themselves as the… Read More
Thoughtful Thursdays – We are interested, but it is not a priority
Today’s thought is about one situation where the sales cycle grinds to a halt. Your prospect says they are interested in your product and/or service, but there is no urgency to change. What to do? Are they… Read More
Thoughtful Thursdays – Overcoming the emotional cost of change
I have talked about the emotional cost of change more than once on Thoughtful Thursdays. It can be one of the most perplexing barriers to making a sale that you will encounter. It takes logical… Read More
Thoughtful Thursdays – More about why people buy from people they like
During every group sales training session I deliver I ask participants to recall a purchase they have made where there was an opportunity to buy from more than one sales person. All things being equal, people buy… Read More
Thoughtful Thursdays – Always be working on your game
Today’s thought is about working on your game. All people at the top of their game, no matter what that game is, work very hard to stay on top. They know that the competition is waiting for them… Read More