Sales Training

The Prospect’s Buying Process – Leverage Powerful Insights

The Specific Interest Statement in the Buying Process To make the right diagnosis, the salesperson must align their sales process to the prospect’s buying process. The salesperson accomplishes this by making interim summaries throughout the process. For example: “Based on what you’re saying, you’re looking to address your number one or number two interest, and …

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Bridging the Gap: Asking Questions to Drive Your Prospects Interest

In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects. Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one …

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The Secret to Closing Sales Is in Knowing What Your Prospect Wants

Do You Know What You’re Really Selling? As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening.  Your opening should quickly establish rapport with …

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