Objections are an inevitable part of sales, yet most salespeople, business owners and professionals aren't skilled in dealing with them. Which is unfortunate, because knowing how to effectively handle objections is crucial …
Your REAL Competition
Do you know who your real competition is? It’s not who you think. It isn't the people who sell the same product or service you do. It isn't even the people who sell products and services in the same general category as …
Are You Too Cheap?
Yesterday I received a menu in the mail from a local Chinese restaurant. On the front of the tri-fold mailer is a proud proclamation in large type: “$1.38 Chinese Food.” Sure enough, all of the appetizers and most of …
The Critical Difference Between Features and Benefits
If you’re in sales (and you probably wouldn't be reading this if you weren't) you've been exhorted at one point or another to “sell features and benefits.” But what do these terms actually mean? What’s the difference …
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How to Handle Customer Complaints
Listen to my latest interview with Jim Blasingame on The Small Business Advocate® Radio Show. The 15-minute interview is broken into two segments. If you're a CEO, manager, professional or front-line customer service …
14 Things Your Prospect Doesn’t Care About
Too many salespeople, professionals and business owners are way too in love with themselves and their products and services. As a result, they spend far too much time throughout the sales process talking about things the …
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