Is This Referral Really Qualified?
When getting a referral, ask clarifying and qualifying questions about the referral. Just a name often times is no better than a phone book listing. Discover why they fit as a referral and what is the refers relationship like.
Take the time to qualify, it’s better than aspirin later..
HG:)
Bold Wins Every Time!
Being nice is great, but when being nice is more important than preventing a problem, there is a problem. Prospects enjoy nice but need guidance and insight. Sometimes this is not pleasant, yet the outcome is deep trust. Be nice yet bold enough to tell it as it is.
Timid salespeople raise skinny kids!
HG:)
Stories Sell, How do You Use Them..
People love stories, so be a great story teller. Examples of customers who over came issues by working with you, inspirational local stories that tug at the heart. You’ll capture attention and trust.
Be a story teller and sell more..
HG:)
The Power of 5th Level Questions:
By asking 5th level motive type questions you can bring out the strong emotional elements of the prospects decisions. These include positive motivators as well as negative hidden fears. Now choices get made.
If you never ask you will never know…
HG:)
Sales Tip #30 Confusion vs Clarity
By creating a “gap” between what people want and what they have we create “dissonance” or confusion in the brain, now it has to make a choice to become un-confused and comfortable again.
Help your client see the gap and have more business..
HG:)
Sales Tip #29 Logic Does Not Sell
Yes the proposal is logical, cost efficient and clearly makes sense. The reality is people are driven by emotions. Often times there is a fear of some type that causes people to hesitate, deal with the fear and better decisions are made.
Focus on wants, needs and sell more!
HG:)
Sales Tip #28 Focus on Outcomes
If you focus your prospect on the outcomes and goals they want, their thinking and decision making becomes clearer. Decisions also happen faster. The emotional involvement is also greater.
Create the gap and win!
HG:)
Focus on outcomes with your client will get more sales..
Ask 4th level questions focused on goals and outcomes of your prospect. This engages them at a deep level and helps you understand their real motives.
Asking the right questions gets more agreements..
HG:)
Change your thinking about closing sales and close more…
We got to close this one! We continually hear the word “Close” in sales. How about we try to facilitate a final decision that opens the door to the next decision.
Closing is hard, assisting with decisions can be easy..
HG:)
 | Effective Writing for Sales Professionals Topic: Business Communication, Sales Presented by Julie Miller | |
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 | Stop Negotiating, Start Closing! Topic: Sales Presented by Andy Miller | |
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SalesTip #32 Gratitude
The Power of Trust Built Through Gratitude..
Everyone appreciates gratitude, a thank you, a recognition. Give such sincerely, often and in physical ways so it is remembered. Now your building relationships and trust.
Observe, ask, tell and you will build trust..
HG:)