Assume and Ask–Don’t WISH–for the Sale

Closing

I’m having some work done on my house and had a contractor come out to do an estimate. The woman asked great questions, took notes, made some recommendations on things I had not thought about, wrote up the estimate on the spot, and just handed the clipboard to...

Responding to “I’m already buying from someone”

Objections

An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers, “So, have you shopped for your mortgage yet?” The wife responded, “Yes, we have a mortgage broker.” The agent’s response: “Oh. How do you know...

What to Do When They are Not The Ultimate Decision Maker

Following Up

A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim,  had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies  The prospect...

Don’t Be Like the Seahawks. Be Sure to Finish

Closing

Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago… it has happened there a number of times (not this year). It happened to the Seattle Seahawks in the Super Bowl. Not finishing. That’s the term common...

Saying “We can save you money” is White Noise

Sales Recommendations (presentations)

“We can save you money” is a term that has become meaningless to many people. It is used so often in ads and by salespeople that when we hear it, it’s like listening to Charlie Brown’s teacher in the Peanuts cartoons: “Waaa waaa, waaa...