By jwk8199 on March 20, 2008
By the time you finish reading this article, you will have learned how to present your product or service properly. Before I talk about the right way to present, let’s first talk about the wrong way. One of the most common mistakes sales people make when presenting their product or service is to use a [...]
Posted in Develop Your Skill
By jwk8199 on March 16, 2008
So, you believe your prospect has a problem you can help him/her solve with your product or service. It appears the prospect has the desire to solve the problem, and the finances to afford the solution. If you have completed all the steps in the sales process up to this point, your prospect should be [...]
Posted in Develop Your Skill
By jwk8199 on March 6, 2008
Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purchase. Many salespeople assume the person they’re talking to has the decision making power for the purchase. Sometimes, the person you’re meeting with [...]
Posted in Develop Your Skill
By jwk8199 on March 2, 2008
When it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both [...]
Posted in Develop Your Skill
By jwk8199 on February 29, 2008
When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering. I have also seen this form of questioning put in a different way, when you’re selling to businesses; you want to [...]
Posted in Develop Your Skill
By jwk8199 on February 10, 2008
You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions. Because you did such a great job up to this point, your prospect [...]
Posted in Develop Your Skill
By jwk8199 on January 29, 2008
You’re sitting in front of your prospect. You’ve spent time building a deep level of rapport, trust, and making them your best friend. They’re smiling and very at ease with you. So what’s next? What’s taught in most books, courses, and by sales managers all over the world, as you probably already know, is to [...]
Posted in Develop Your Skill
