Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – Negotiate or stand firm
During a recent seminar I was facilitating, conversation steered itself to the topic of negotiation and whether or not it was a good practise. When do I negotiate and when do I stand firm? Whatever the decision,… Read More
Thoughtful Thursdays – Don’t make “Yes” your reflex response to price objections
Today’s thought is a plea to sales people everywhere. Promise yourself that when your prospective customer raises a price objection, you will stop an consider your options before responding. Unlike your knee jerking when the doctor taps the correct… Read More
Thoughtful Thursdays – Selling to the analytic
Last week I reiterated that quickly ascertaining your prospects personality type is an important factor when looking for ways to shorten your sales cycle. Specifically we talked about selling to the performer. Today’s thought is… Read More
Thoughtful Thursdays – Selling to the performer
In previous posts I have noted that the ability to quickly assess character is one very helpful skill that can help shorten your sales cycle. Once you have identified your prospects personality type you can adjust your approach accordingly…. Read More
Thoughtful Thursdays – Recognize your prospects hot buttons
It is safe to say that if you offend or otherwise put off your prospect, the chances of making a sale can be significantly diminished. In the best case it will lengthen your sales cycle…. Read More