Perception is one of the most important concepts in human interaction. I doubt that anyone sees anything in exactly the same way anyone else does. [tube]http://www.youtube.com/v/MlvINtqotpA[/tube] Wanna talk with us a while? Simply click on the button below and complete our 5-minute sales survey, and then we’ll contact you to make a time to chat.…Details
Think about the last time that someone tried to sell something to you, and you didn’t buy. Why didn’t you? Because you thought it was too expensive? Because it didn’t fit your needs? Because you didn’t like the salesperson? Because you were nervous? Because “you just had a gut feeling”…? Your perception of the value…Details
My good friend, Jonathan Manske, The Cerebral Sanitation Engineer (Taking Out Your Head Trash) taught me about the role that head trash plays in the sales process. We make up all kinds of stuff about ourselves and about what the outcome of our sales activities will be, like “What if they think I’m being pushy…Details
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It’s simply a fact of life in sales that we’ll hear “No!” quite a lot. What we want to hear is “Yes!”, and what we absolutely want is for our prospects to tell us what they really want and need NOW. It’s a mistake to take the noes personally, because their saying no isn’t about…Details
Has the title of this blog ever gone through your mind before or during a sales presentation, and sure enough, they didn’t buy? Here’s why: To be consistently successful in sales requires that we keep our focus on what our prospects think, feel, believe, care about, want and need. If we truly care about our…Details