Nevertheless, an important part of marketing is the ability to highlight alternative benefits that intrigue less-than-loyal customers. Continue reading
Businesses work hard to market their excellence so that the market trusts their performance. Yet, at the end of the day, people demonstrate that excellence! Continue reading
Every prospect has different expectations, individual incentives, and eclectic preferences. Nevertheless, every single customer has one essential common trait. They chose you! Unearth common traits that secured positive possibilities. Continue reading
Nevertheless, the path to enduring business victory remains where execution resulting in complete satisfaction for both buyers and sellers happen concurrently. Continue reading
But before the story works its magic, the sales professional must connect with prospects, target markets, referral partners, and buyers so that all characters emotionally experience the same happily ever after that the sales professional projects. Continue reading
Processes matter. Successfully identifying what will go wrong in the future enhances solutions that are effectively sold today! Continue reading
Realization must be factored into the negotiated and ego-based calculus because the business professional that uses time efficiently, while generating greater values more effectively, ultimately secures more cash to enjoy personally and organizationally. To maximize such opportunities, create stories and scenarios that progress toward “yes”, fastest. Clearly, time is money! Continue reading
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Remember, the customer may not always be right. However, their perspective will prevail! Create a dialogue that gives the buyer as many opportunities to prevail as they reasonably can, until achieving, “Yes, I’ll buy it!”. Undisciplined sales reps often win the argument and lose the deal! Continue reading
Once upon a time, I win! That is the whole story. This short story completely summarizes the emotion, tension and finality of an epic adventure. From a business perspective, a great story incorporates a foundation for intelligent planning, strategic processes … Continue reading
Ultimately, finding the “Yes” in the room focuses on establishing common ground. The sooner that the seller can identify the most valued benefits for the buyer, the quicker the buyer can establish closing. Time is a crucial factor in any transaction. The quickest, best offer does not necessarily win the deal. Yet, locating the “Yes” from both sides of the transaction communicates knowledge and value so that the transaction can conclude. Continue reading
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