Articles Library
Many sales are lost because of “sales.†To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to...
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Always make sure you know what the other party is really looking for. Don’t allow yourself to get sidetracked by the other party. Keep the conversation on the issues being negotiated. Seek to find...
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Everyone can sell a policy if the premium is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these...
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This article is an excerpt from one of the many sales training programs dealing with consultative selling delivered by Mark Hunter, The Sales Hunter. Every sales call you make needs to include the “Learn,...
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Negotiation is the process of discussing ways to find a bigger solution for both sides. Aim high. Understand who has the power and how you’ll counter it. Negotiate with people who are able to...
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Don’t give variables without receiving concessions back. Don’t create precedents. Think of the long term. Don’t negotiate on areas over which you have no control. Don’t rush or panic. Don’t deadlock. Don’t stop thinking...
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As much as we hate to admit it, at one time or another, we’ve all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying...
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