persuasion

How to Close Business in a Complex World: Bring It in for a Landing

This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a …

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Sales Training Exercise – Give Your Sales Presentation Visual Power

Quite a few salespeople are think they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration in the sales presentaiton made the difference between a mediocre sales performance and selling excellence. So keep this basic sales concept in the back of your mind when …

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Some Questions are Stupid – The Right Questions Yields Persuasive Influence

In the last post, we looked at a process using questions to identify and build a sales opportunity and selling to the gap. In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence. The questions your people ask are important. But so …

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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 …

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Sales Presentation Tip – Know Your Audience

When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship. So when putting together your presentation, it’s best to start at the beginning.