The most powerful perspective in selling is to understand the emotional triggers that cause people to buy. If it is true (and it is) that we buy for emotional reasons and prove with logic then why do most salespeople sell benefits and features? If we can imagine that...
Struggle with price objections? I have written several articles about price objections and how, in fact, most price objections are not really about price but more about conveying value to the prospect. Whether the price objection is about price or not – it still needs...
Seven Reasons You Are Not Hitting Sales Targets! Most sales organizations do not hit sales targets on a regular basis and before you leap to the ongoing recession that is not the reason – presumably the current state of the economy has not caught you by surprise! The...
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