Here’s a Question That Can Be Cheesy or Good, Depending On…

Questioning

Here’s a technique that can be either solid,  or sound cheesy, depending upon where it’s used on a call:   “What’s it going to take to get your business?”   I had a guy use this on me the other day. This  was the...

The Ultimate Sales Tip

Questioning, Unique Value Proposition

The longer I’m in sales, the simpler it seems.  I’m talking about the things we need to do in order to be successful. There are a number of fundamentals, that when followed, will help us help more people buy. Today, my friend and colleague Jim...

Get Agreement on Two Levels To Sell More

Closing, Questioning, Sales Recommendations (presentations)

I was reminded the other day that in many sales situations there are two levels of agreement you must pass in order to get the sale: 1. agreement that they will take action on their need, problem, or situation. That are actually going to buy from SOMEONE, and, 2....

Cut Their Costs to Increase Your Sales

Questioning, Sales Recommendations (presentations), Unique Value Proposition

An entire special section in the Wall Street Journal focused on businesses cutting costs. A USA Today article discussed how more people are opting for credit cards that just don’t give airline or other travel points, both those that can cut mortgage payments, or...

Screw the Recession: How to Keep Your Best Customers Loyal and Buying More

Questioning

For the Platinum members of my Telesales Success Inner Circle we provide one-hour audio seminars every other month. Recently we did one with sales expert Jim Meisenheimer, titled “Screw the Recession: 17 Ways to Get Sales Up When the Economy is Down.” Here...

Throw the Question Back to Get Clarification–Especially If You Have No Clue

Questioning

Telesales Success Inner Circle Platinum Member, and recent Telesales College attendee, Brad Jones, sent in an interesting article about responding to questions. The gist of the article deals with tossing the question back to the the questioner to get clarification,...