Sales Improvement

Marketing and Sales in a Recession — Growing Your Business at the Worst of Times

Marketing and sales in a recession is no different than during good times. It’s just that most businesses act as if something really went bad during this recession and shoot themselves in the foot. But here’s a secret to grow your business even faster BECAUSE of the economy. Continue reading

Getting More Sales — Sales Questions to Ask

Over the last several years I’ve discovered a totally new strategy for the one-on-one sale that literally increased my sales close ratio another 5-8 times.
 
I’m in the process of writing a new ebook, and thought I’d share some of the ideas with you as I go.
 
The biggest thing that makes a difference in a sales call is “selling is not telling”, it is knowing what sales questions to ask, asking the right questions. And I can even remember hearing that statement back 8-10 years ago, but it never sunk in like it has in the last couple of years. Continue reading

Overcoming Sales Objections — “I Can’t Afford It”

Most people in sales run into this one sales objection just about the most of any possible sales objections . . . “I can’t afford it.” Continue reading

Obstacles to Sales — Overcoming Objections

The secret to overcoming obstacles to sales caused by sales objections is to understand “the why” behind the sales objection. It starts with a belief that your prospect has.

You job is not to persuade the prospect that he’s wrong, or to convince him that you are right. Your job is to help him DISCOVER the answers he needs to make the right decision. Continue reading