Sales

We’ve been taught for years to not make price an issue when selling insurance, so often it’s not even mentioned in detail during the sales presentation, but rather in a…

How often have you heard it said “Salespeople don’t listen?” When clients say salespeople don’t listen, they usually don’t mean that during the sales call salespeople zone out. Few salespeople…

Escalation can be a highly effective negotiation strategy. Having unlimited authority in a negotiation can seem, and is, powerful, but it can be equally dangerous. If your client thinks that…

We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses. Many of these…

After your final sales proposal, while the prospect is making a decision, there are some important things you can do to, as Rev. Jackson says, “to keep hope alive.”

The salesperson was persistent and managed to reach and get to see the client. When he got there, he identified the problem and uncovered the competitive risk. But, what he…

In spite of your best efforts to meet client expectations, requests, and demands, there are times when you can’t deliver exactly what the client wants and/or exactly when he or…

Sometimes customer relationships become damaged. What to do? Client recovery takes time, skill, and heart to get the relationship back on track and to win back trust. When credibility is…

We have all heard “He/she is a closer.” There are salespeople who are really good at closing and others who find it much more difficult to close. In the current…

Knowing all you can about the client’s decision process can give you an edge in winning the business. Most clients expect to be asked about decision criteria and most salespeople…