Rick

While many reasons contribute to losing a sale, the top reason by far is simply not following the selling process. Like a dancer who doesn’t know the steps looks foolish on the dance floor, a sales person not following this process appears disjointed and unprofessional, loses connection with the prospect, and forfeits the sale. Mike […]

Making the sale ultimately requires the customer’s agreement to the product, price, terms, delivery, payment method, and to you. To get to this ultimate agreement requires a series of smaller agreements along the way that build toward the close of the sale. The sooner in your presentation you start building this pattern of ‘yeses’ the

Willing to Try and Able to Buy…. This is the mantra of prospect qualification. If either quality is missing you’ll never make the sale. A prospect – even one with a LOT of money – who’s unwilling to try your product cannot really be considered a prospect. Instead they’re merely a disinterested party. And it’s

  This long-ago learned mantra has served me well throughout the years: Everyone listens to station WIFM…What’s In it For Me? It seems every sell sheet lists features and benefits but, while important, does anyone really care? Most people instead want to know what problem it’s solving plus how well and how cost-effectively it will

Imagine the majestic lion on the African Serengeti. Lying under the shade of an acacia tree, he observes gazelle grazing on nearby grass. His tail whips away a fly, yet he does not move. Hungry, he takes no action. But unless he chases and catches one of the gazelle, he will not eat today. Instead