Posts Tagged ‘sales cycle’
Sellwell 9 - Elementary, My Dear Watson.
Wednesday, May 20, 2009 0:05 No Commentsin the previous installation, I wrote about how giving choices to your prospect can improve your sales. Read that post first and don’t forget the comments, because there I further clarify the idea. This post takes the concept even further.
ELIMINATE ALL OTHER FACTORS
Eliminate all other factors and the one which remains must be the truth. [...]
Sellwell 8 - give them a choice
Friday, May 15, 2009 10:37 6 CommentsBuyers are always looking for easy solutions but not fixes as those are for junkies and soon you’d need more. You only need to think about yourself as a buyer to notice that you want to simplify your decision making process.
ALL THOSE DETAILS
You need your purse to be big enough for a mobile phone, lipstick [...]
Sellwell 7 - no promises, no denials
Wednesday, March 18, 2009 22:59 2 CommentsUsually the best way for a salesperson to get information from a prospect is to choose the middle road and shy away from strong opinions or comments. This mechanism works for two reasons.
Firstly, you give more time for the prospect to learn to trust you. Aggressive and pushy behavior is the main reason for quick [...]
