Buyers invest in possibilities and outcomes, not specifications, features and benefits. Yet at some point in every one of our selling conversations, we find ourselves lapsing into talking-head mode. Even the best of us fall prey to this habit. We start blah-blah-blahing the stuff that’s written on our websites, marketing communications collateral, and CAD drawings…. [Continue Reading]
Start Selling Conversations. Stop Regurgitating.
Customer Conversations or Sales Chit Chat?
When’s the last time you had a conversation with your customer? A two-way dialogue, rather than asking a bunch of questions sales training convinced you would inevitably lead into selling and buying mode? Once you transition into those now rather well-known, sales-spiel idiomatic questions (you know what they are, I won’t repeat them in this… [Continue Reading]
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