Sales Techniques

Pattern Interrupt: A Sales Technique That Gives You Control of The Sales Process

The most frustrating thing for a sales professional is to give a presentation or a proposal and then receive a stall, a put off, or a think it over and then waste countless hours following up and chasing after prospects that never make a decision.…
Sales Techniques

Sales Technique: How to discredit the competition and extract pain from a prospect

The most basic rule of New School Selling is “no pain, no sale”. If you are unable to get a prospect to open up with you and share with you their concerns, fears and what is keeping them up at night, your conversation with them will be intellectual…
Sales Techniques

Sales Technique: How to extract pain from a reluctant prospect

When you enter a retail store most sales associates will address you and ask, “May I help you?” The Pavlovian response is, “No I’m just looking”. We do this because we don’t want to be pressured or sold by the associate. Same…