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Do Your Salespeople Ask For The Business Every time?
April 23, 2008
Over the last few months we have been looking at the mistakes salespeople make in their sales process. Many of these occur because they in fact don’t have any process at all unless “flying by the seat of your pants” qualifies as a process.
Today we will begin to look at the worst mistake of [...]
Do You Use Manipulative Closing?
April 18, 2008
We have been looking at the closing phase of the sales presentation and last time I touched briefly on objections.
Sales trainers in the past would spend a large proportion of their time teaching methods of overcoming objections. Indeed a common myth propagated by these trainers was that objections were in fact strong buying signals, [...]
Do You Ask For The Business?
April 1, 2008
This week I will look at what some consider the most critical phase of the sales process – asking for the business.
In a well planned presentation this should be the easiest phase however for the majority of salespeople this in fact is the scariest part.
Statistics consistently show that in 62% of presentations the salesperson does [...]