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…
Steve Clark

How To Increase Sales By Getting Buyers Involved In The Selling Process

The old adage that “people like to buy, but they don’t like to be sold” is alive and well in the 21st Century. One of the keys to having buyers sell themselves has to do with a very little known psychological principle that says “people…
Steve Clark

Understanding Prospects Buying Styles

The Key to Developing Trust and Credibility Buyers have many different likes, dislikes and motivations. Top performing sales professionals know that the key to developing trust and credibility is to expertly determine the likes, dislikes…