I immediately recognized that he was following a structured sales script, which triggered in my mind the negative “salesperson” stereotype. I did not want to offend him, so I allowed him to continue with his pitch for a few minutes longer. Then I said, gently, “Hello, Steve.” He was taken aback to the point where …
No More Scripts for Selling? 5 Ways to Rediscover Your True Self Read More »
Whatever product or service you are selling, you should be able to empathize with her predicament. Outdated sales skills do not address the fundamental issue of how we think about selling, and until we address that fundamental issue and permanently alter our thinking about selling, we will continue to struggle with the same counterproductive …
7 Ways to Break Free from Conventional Sales Thinking Read More »
“And they are generating revenue. Ari, why should I change if the numbers game results in sales? Deep down, the old numbers game feels wrong in some way… could you provide me with some insight into how to free myself from having to follow everyone else’s path?” Surprisingly, I had just gotten off the …
Online selling is distinct from “offline” selling between individuals. When selling online, that natural two-way dialogue is not possible. Visitors to your site are exposed to a one-way interpretation of your message, which can feel impersonal. Take a look for yourself. What do you see if you look at the home pages of nine out …
What Is the Difference Between Online and Offline Selling? Read More »
Are you comfortable making cold calls? A Reality Check for Positivity That is likely what you have been trained to do if you adhere to the traditional cold calling mindset. However, you are unaware that enthusiasm and confidence frequently backfire on you. Why? Because you’re speaking with someone who is unfamiliar with you. Consider …
Are you comfortable making cold calls? A Reality Check for Positivity Read More »
Seven Steps to Follow-Up on Cold Calls 1. Do not make an assumption about the sale. Prospects are accustomed to the buyer-seller relationship in the traditional sense. They anticipate that you will exert pressure on them. As a result, they may choose not to disclose information that makes them vulnerable to pressure. Unless and …
Here are three common cold calling techniques you should avoid: Mistake #1: Is to center the conversation on yourself and what you have to offer. In the traditional method, you introduce yourself, explain what you do, and then suggest a benefit or feature of your product. Then you close your eyes and hope the other …