Earning the Right is a commitment to be the sales professional that your customer really needs
The ability to close sales effectively has never been confined to the last few moments of the conversation.
For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past.
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.
Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.
Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.
The commitment gap is the massive distance between yes and maybe
Great selling involves helping people to make great buying decisions.
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.
Solving the problem means helping the customer to understand why you’re the best person for the job
In many instances, the words sell and influence are completely interchangeable.
If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.
Executing the solution means gaining customer commitment and delivering on your promises
Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their s...
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