Steve Clark

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 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…