buying process

The Human Sales Factor – The One Chief Factor in All Situational Sales

Developing the Human Sales Factor is the New Alchemy in the 21st Century In the past, alchemists were obsessed with transforming common elements, like lead, into something more valuable, like gold. Today, we may not have realized their ambitious goals, but we have achieved a level of success in transforming simple, common elements into items …

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3 Steps to Resolving Objections and Winning the High Ground

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations. Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” …

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Did You Verify Your Prospect’s Buying Signals?

Here’s something I noticed about good salespeople. During their presentation, in particular when they are delivering their prescription to address the challenge, a good salesperson will have the awareness to recognize buying signals, warning signs, and objections. It’s these signals that will lead us into the next phase of the sales process, the dialogue.

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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Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process. Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down …

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