Shut Up And Take The Money

And What To Do When They Say, "Your Price Is Higher Than The Competition

Stop thinking you have to tell the customer everything about your product / service. You don't. All you have to do is inform them enough for them to think your product / service will help them solve their problem, need or want. And when they think it, they usually make a closing statement. Shut up and take the money!

Most salespeople spend about the same amount of time with each customer, show them the same products, and make the same recommendations. Block eighty percent of your selling schedule for the top twenty percent of your accounts. This is not an easy transition for most people to make, but if you look at hotels, airlines, and other businesses you often find that the top-tier customers receive preferential treatment.

As you begin to engage your prospect in the sales process, it is important to understand how they move through a decision to find a solution. If you communicate the wrong message at the wrong time, you could risk losing the sale so it is important to understand your customers concerns

Don't spend thousands on trade shows to get little or no sales! Learn the secrets of making trade shows work for you, and generate solid sales leads that will impact your entire fiscal year.

Sales training speakers, as well as other individuals in the sales world, are often confused as to what is a consultative salesperson. They may know when they find one, yet it is difficult for many to describe what it truly means. Sales training articles that properly describe the term pinpoint consultative selling on the dialogue that takes place between the customer and the seller. In order to achieve this, one must prepare himself or herself for this important interaction that takes place.

Customer loyalty is the golden shield that protects your client base from being nibbled away by your competitor's latest low price, new product offering, or hot technology. It prevents your business from suffering drastic revenue ups and downs as consumers become more aggressive bargain shoppers. You create client trust by ensuring prompt delivery every time, and meeting or exceeding project deadlines consistently.

In today's information age, people are overwhelmed with information, data, and events to the point of being bombarded. With the advancement of technology that overwhelmed feeling is increased tenfold by the quick access to everything. So what does this mean when you are trying to command the attention of your audience, a prospect, an employee or a client?

What are a veteran sales professional's thoughts after one week of NASP's CPSP certification program? More importantly, should YOU consider making the investment in the program?

When many of us hear the word sales, we often cringe at the thought of an aggressive sales person hovering over us to make a purchase on an item that we aren't convinced brings tremendous value. No wonder as business owners, many of us are fearful of the sales process.

Each product or service has features and benefits. Benefits are derived from the features, yet benefits prove to be a better assistance in selling.