If you have to ask the question, you are headed down the wrong track. If you give away your knowledge in a written proposal before the prospect has committed to give you a yes or no decision, you are setting yourself up to lose. Failure to do this will almost certainly produce an “I want […]
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Many of the questions I get asked by salespeople tend to be “how to” or “technique” type questions. These questions are most often the wrong questions to be asking. Why? Because only about twenty percent (20%) of sales success can be attributed to technique(s. Simply put, asking technique type questions focuses on the wrong end […]
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When people buy an ice cream cone, they don’t buy a lump of fat and sugar. To the ice cream lover, a delicious cone is a spirit lifter, stress buster, or hunger reliever. When your prospect buys your product or service what emotion are they buying? While you may be providing perfectly practical benefits, selling […]
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