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There were 112 articles found for your query: (Page 1 of 6)     «« |  Prev | 1 | 2 | 3 | 4 | 5 | 6 | Next | »»
  1. Don’t try so hard – make more salesDon’t try so hard – make more sales
    .... The biggest mistake they make is that they rush ahead of where the client is at in their personal buying process. They get greedy and selfish with only one dominating thought: will this person buy o...

  2. My team has experience – they don't need more training!My team has experience – they don't need more training!
    ... success everyday. We call this the "un-training cycle" and it goes something like this: A salesper... month has heard at least 20 or 30 times "I'm not buying today, I'm just thinking about it, or what'...

  3. Coaching the Buying Cycle - Attitude & the Untraining CycleCoaching the Buying Cycle - Attitude & the Untraining Cycle
    ... that do not try to book appointments off of a rate inquiry on the phone.  Coach: Review the buying decisions clients make. It’s not all about rate and there are many decisions the buyer ...

  4. Coaching the Buying Cycle - Product Dump, Order Taking & ProcessCoaching the Buying Cycle - Product Dump, Order Taking & Process
    ...ave the process up to the client, or to chance. Buyers have a process they go through to make their buying decisions. Sales people need a process that leads buyers through that buying process.Look Out...

  5. Coaching the Buying Cycle - Introduction & InterviewCoaching the Buying Cycle - Introduction & Interview
    Introduction To set the sale up for the best possible results we need a strong greeting that sets the tone for the rest of the interaction. The goals of the first 30 seconds we meet a client shoul...

  6. Coaching the Buying Cycle - Presentation & Building Added ValueCoaching the Buying Cycle - Presentation & Building Added Value
    Presentation Clearly explain how the product you have selected (based on a comprehensive interview) will benefit the client specifically. Look Out For: Presentations that only mention features of ...

  7. Coaching the Buying Cycle - Asking for the Sale & Resolving ObjectionsCoaching the Buying Cycle - Asking for the Sale & Resolving Objections
    Asking for a Decision A sale needs to have a logical conclusion that the sales person leads the client to. Look Out For: People with a lot of presentations and no sales. People that get a lot of o...

  8. Coaching the Buying Cycle - Delivery, Follow Up & Finding New BusinessCoaching the Buying Cycle - Delivery, Follow Up & Finding New Business
    Product Delivery We want the relationship with the client to continue so we need to leave them with a solid lasting impression if we want to make our follow up that much more effective. We want to ...

  9. Why Are They Here?Why Are They Here?
    ...ducing the monthly payment and getting out of the cycle they are in. The point is that something has...g the employees by pretending we're interested in buying from them – it'll be fun!" What e...

  10. Mental Ownership Mental Ownership
    ...duct will solve the problem you identified in the interview (i.e. give them the personal reason for buying or benefit). In the PRESENTATION - do frequent checkups with the client to see whether or not...

  11. The Power of QuestionsThe Power of Questions
    Topic: The Power of Questions Materials: Flip Chart or White Board Time Needed: 25 - 30 Minutes SME 0501-01 Introduction – (5 minutes) • Welcome and thank everyone for coming int...

  12. What's Our Story?What's Our Story?
    ...ing us." • Ask: "who remembers where in the buying cycle we try to differentiate our company f...

  13. Stuff or Fluff? Stuff or Fluff?
    ...s how we are different and better! • Builds client confidence. • Reinforces that their buying decision is a good one. • Relieves fears about the future relationship. Group Activ...

  14. Easy Ways to Avoid Objections Easy Ways to Avoid Objections
    ...They do or say anything to get away from making a buying decision! • Suggest to the team that ...ne a good job through the front end of the buying cycle that it this is the time to bring the sale t...

  15. Locating New Customers / Proactive IntroductionsLocating New Customers / Proactive Introductions
    ...226; Remind the group that LOCATE is first in the buying cycle because in order to provide good serv...

  16. Sales BigotrySales Bigotry
    ...o someone we would normally have prejudged as not buying. • Add to the list if they don't get:...re efficient – trying to shorten the buying cycle. • Set the goal for the week at having...

  17. Buying Cycle Overview - Part 1Buying Cycle Overview - Part 1
    ...tion In preparation for the meeting draw a blank buying cycle up on a flip chart or white board. ...

  18. Buying Cycle Overview - Part 2Buying Cycle Overview - Part 2
    ...nefits and personal benefits. This section of the buying process is where they would build value in ...eeks you will be looking at specific areas of the cycle that the team feels they need to spend more ...

  19. The Buying CycleThe Buying Cycle
    ...ncluded in this meeting so that you will have one buying cycle for each group. • Cut each buyi...

  20. Confidence Selling!Confidence Selling!
    ...unconfident it can set off alarm bells for the customer and cause them to be more leery of making a buying decision. After all, if the person who gets paid to represent and believe in their products a...

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