Selling Smart Articles
Want to learn about some of the unconventional selling
approaches that really work?
Featured Article
Questioning Technique for Clarity, Not Mystery
Reversing - answering a question with a question - is a potent tool for any sales person - if used correctly. Used properly a salesperson can get a clear understanding why someone is asking the question so they can give a better answer, direct the conversation or give an answer that doesn’t disqualify the salesperson before they’ve even started. But used incorrectly it can . . ." (click title to read the full article)
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Better Selling Isn’t Logical, It’s Emotional
Are You Committing Sales Malpractice?
Are You Having a Great Meeting? ...Or, Are You Selling?
Why It's Important that Prospects Buy Emotionally
Since learning the Sandler System, I feel confident in all sales and negotiation situations. I can easily find, qualify, and disqualify prospects. And with a few recent contracts, this wonderful thing has happened - I met with the prospective clients, spent a few hours listening and determining if my company could actually help them, and then I delivered a proposal or presentation that addressed their exact needs/pains. And guess what? The prospects never even talked to another web company. They were so confident in my company that they immediately asked for the contract.
Carrie Hensel, President, Owner Inner Circle Media Corporate identity / web development