Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – If they like it, why don’t they buy it?
“What a great idea!”, “I could use one of those!”, “I need those services”… but the orders don’t materialize. If they like it, why don’t they buy it? Today’s thought is about why this can… Read More
Thoughtful Thursdays – Caught between don’t walk and walk?
This is another common sales obstacle, the uneasy feeling that no matter what decision you take, it will be the less beneficial one. It is the feeling of being caught between don’t walk and walk. Today’s… Read More
Thoughtful Thursdays – Don’t get caught between think and know
A subject that come up regularly in meetings with my clients “I think” versus “I know”. Todays thought is about how to avoid being caught between the think and know. It is okay to think… Read More
Thoughtful Thursdays – Is your prospect caught between want and willing?
A solid contributor to a long sales cycle is the situation when a prospect is caught between want and willing. They have demonstrated genuine interest in your product yet the close date keeps moving out. Todays thought is about… Read More
Thoughtful Thursdays – When “yes” turns into “no”
This unanticipated objection is one that follows a series of positive responses leading you to believe that the order is imminent and then the customer changes their mind. Today’s thought is about responding to “yes,… Read More