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Home | Duane

Articles by Duane

Duane [Duane]

The Sales Training Series: How To Sell Solutions [ 189]

[ Business / Sales ]
Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.

Submitted: 2006-03-09

The Sales Training Series: Selling With Leverage Questions [ 132]

[ Business / Sales ]
If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer's buying decision. What key benefits do buyers want to gain by making the purchase, either for their companies or, more critically, for themselves?

Submitted: 2006-02-15

The Sales Training Series: Listen to the Customer [ 262]

[ Business / Sales ]
Blessed with the "gift of gab" are you? That's nice. But true sales professionals know that before they start gabbing to customers about their product features or anything else, they need to listen to what the customer has to say - and demonstrate that they're paying attention.

Submitted: 2006-02-15

The Sales Training Series: Dealing With Sales Objections and Stalls [ 179]

[ Business / Sales ]
Most salespeople think of �stalls� and �objections� as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall��I need to think about it��the customer offers no particular reason for hesitating.

Submitted: 2006-02-15

The Sales Training Series: Stopping Objections Before They Start [ 202]

[ Business / Communication ]
"Your price is too high." "We're loyal to our current supplier." "I prefer your competitor's product." Classic objections such as those are very hard to overcome when they pop up near the end of your sales call after you have presented your company and your product, and after you have expended most of your sales ammunition. But objections are far easier to handle if you uncover them earlier in the process.

Submitted: 2006-02-15

The Sales Training Series: Sell Yourself Before You Sell Your Company [ 114]

[ Business / Sales ]
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to �buy� the salesperson�you. The second is whether to �buy� your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.

Submitted: 2006-02-15

The Sales Training Series: Selling With A Better Strategy [ 301]

[ Business / Sales ]
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer�s first major buying decision is whether to buy you�the salesperson. They�ll never decide to buy your products before they�ve bought you.

Submitted: 2006-02-15

The Sales Training Series: Know What You�re Selling [ 252]

[ Business / Sales ]
You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn't you launch straight into your presentation?

Submitted: 2006-02-15

The Sales Training Series: Buying The Salesperson [ 119]

[ Business / Sales ]
In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The first and most important of these is: "Do I 'buy' the salesperson?" This decision is always made before the prospect will seriously consider other factors such as product features or price.

Submitted: 2006-02-15

The Sales Training Series: The Right Way To Sell [ 164]

[ Business / Sales ]
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?

Submitted: 2006-02-15

The Sales Training Series: Sell By Agreeing On At Least 3 Needs [ 153]

[ Business / Sales ]
Salespeople know that they�re supposed to sell to the customer�s needs. Here is the classic�and tragically wrong�way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.

Submitted: 2006-02-15