Sales Management Most sales people and for that matter everyone else in business answers this question wrongly. They say things like they are in the computer business or the insurance business or the __________ business. All wrong answers of course. And because of this they allocate time and do behaviors that don’t contribute to their […]
Continue readingMost salespeople think that their prospects make buying decisions based on logic and rational thought. As result of this belief they focus on presenting their products and services in an intellectual logical manner. The real truth is that all buying decisions, and for that matter, all decisions are made with a high degree of emotion […]
Continue readingNo trust – no sale. The ability to create trust is one of the most crucial skills in a salesperson’s arsenal. The dictionary defines rapport as a relationship of trust or emotional affinity. The salesperson that is unable to establish trust with be severely handicapped and ineffective in a selling career. Establishing rapport in selling […]
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