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
Consequently, sales champions listen with their ears and their hearts. Make the story about the buyer. Feed the buyers inner priority! To be a true sales champion, the next step is to guarantee that the buyer’s boss has his primary needs met, too. 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
“Have I got a deal for you!!” This fast-talking salesman reflects a comical stereotype that suggests that business deals include sales professionals talking an unsuspecting customer into buying what they really do not need. Like many stereotypes, a piece of … Continue reading
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