Credentializing is the process of positioning yourself and your organization to help establish your credibility. Although salespeople constantly must credentialize their organizations and themselves with prospects, many are not prepared…
How you credentialize yourself goes beyond how you introduce yourself (name, organization, position) in that it helps build your credentializing and forms the impression clients have of you. It also…
There are two critical dimensions to resolving objections, especially regarding complex and critical corporate-wide issues. First technical knowledge — you know how important it is to have the technical knowledge…
More and more salespeople are facing sales situations in which clients are delaying the close. To begin to get the sale back on track the salesperson has to first really…
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…
