You know the problem. You've done everything right along the way. The client is easy to talk to. They're friendly. They like you're product. They're interested, and they like you. In other words, all the lights are green, when it comes to making the sale. Yet - when you move in for the close, the client squirms. Either they think what you're offering is too expensive, they need to talk to their manager, or the situation has changed and your...
Are you a value-thief? Most people are. They just don't know it. A value thief is a (sales)person who inadvertently robs their clients of value. They do this failing to understand the client. Failing to understand what drives them - what they need to get there. "But our client needs delivery on time and on budget - they said so themselves" That's not what your client needs. That's what they want. And all clients want it is as cheaply as...
There's a saying that I like - a saying that I live by really. I'm continually amazed by how stupid I was two weeks ago. Now, to show you what I mean, let me tell you about a recent revelation I had. I don't remember exactly when, and I don't remember exactly how or why it hit me. Matter of fact, I don't think it was a sudden realization at all. I think it was more like a slow, creeping realization, that I had. I mean sure, I'd read a few books...
Introduction One of the most important aspects to sales is building relationships. It's important not just for your current clients but also for potential clients, who are more likely to be persuaded by someone they know and trust. That's why one of your main objectives as a sales professional is not to sell products or services, but to build to relationships - and like with anything, building relationships is better to do before you need them....
"Trust is everything. It is the most valuable commodity in business." - Stephen Covey Trust: The Foundation of a Successful Business Trust is the foundation of a successful business. When you think about it, your clients want to know that they are giving their hard-earned money to someone that they can trust. In order for there to be a lasting relationship between your company and your client, you have to earn their trust. The more you can show...
