Category:
Questions Are The Answer
January 17, 2007
There is a saying in sales that “You never tell a buyer anything you can ask him”.
The thought behind this is it is the buyer’s perception that counts. How can you understand what their needs are unless you ask good questions and listen for the answers?
It has been my experience that many salespeople are [...]
The Sales Approach – Are You Confident?
January 5, 2007
In previous articles we have looked in depth at the importance of sales planning, prospecting and activity planning. Today we will begin to look at the sales process.
Let’s assume for today that we have received a referral from a satisfied client. Brian Tracey states a referral is worth 15 times that of a [...]