In a sales conversation sometimes it can be really difficult to ask the exact questions you need to. That was the situation facing a team of financial planners I recently spoke with. They were facing a particular segment of unengaged clients and they wanted to know how they could create more engagement and generate interest […]
How to structure a sales conversation for success
In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]
How to be successful in sales using your intuition
How many times have you heard these phrases? Sales is a numbers game. See more people, make more sales. You need to have the ‘gift of gab’. Follow the ABC of selling, Always Be Closing. Frankly, some of the old-style sales thinking just doesn’t work in modern sales settings. For anyone who sells products that […]
How to use name dropping and ego the right way
During a sales discussion it’s common for your prospect to want to know the types of clients you have worked with previously. They want to feel reassured that you are the right provider to help them. And as an eager seller you want to let the prospect know who those previous clients are. You want […]
Using the write words are so important for professional sellers
Humans make judgements pretty quickly. And what we say (and write) has a significant impact on how others judge us. If you are in a sales role, or if you have direct client contact, how others judge you is really important. It can have a direct influence on how successful you are. Let me tell […]