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Peak Performance Management, Inc. | Pittsburgh, PA

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Rusty Fox

Prospects will buy based on their needs and how a sales person can accommodate those needs. Are you fulfilling the wants of the customer, or are you just scratching the surface? 

You are not doing business like you did 50 years ago, so why sell like you did 50 years ago? Learn how your sales team can tackle road blocks in today`s market and break away from traditional selling methods.

Prospects who’ve been in business for a while know just how to answer sales people without committing and saying anything concrete. They do this to mystify sales people. And if you get trapped by this and go along, then you’re mutually mystified.

An unsure, passive voice can derail a positive opportunity with a promising prospect. Worse than that, though, is a call with no structure or plan that ultimately leads to no outcome. There are many techniques and tactics used to ensure that you receive the highest close rate possible during sales calls. One very effective and concrete method that should be used when engaging with a prospect is the Up-Front Contract.

Did you know that emotional pain statistically increases buying motivation by 500%? Behind every sale there is an underlying motive that is often attached to thoughts, feelings and instincts. Subconsciously, our buying decisions are affected by our level of emotional pain.

Many salespeople, talk too much during sales calls. That’s right. The mouth is going 80 percent of the time. And the ears are working only 20 percent of the time. The way to sell more is by reversing this ratio. Try talking 20 percent of the time and listening 80 percent of the time.

Has this ever happened to you? You’ve just completed one of the biggest sales of your career and you’re reveling in it. The prospect has agreed to buy, and you’ve agreed on a date and time to get started. You shook hands and left, bursting with glee. Wow! What a coup. All’s right with the world.

When you negotiate, you need to modify your initial offer in some way, manner, or form to achieve a reasonable result. A successful negotiator focuses first on being a good salesperson who reduces negotiating to a minimum. Here’s how to negotiate...

Reversing, or asking a prospect’s questions with questions of your own, sounds like a lot to expect, doesn’t it? Especially if you’re not used to reversing. Just to clarify, to reverse is to respond to a prospect’s question with a question. The overall purpose is to get to the truth of a prospect’s situation.

When you sat down to figure out what the difference was between you and your competitors, what did you discover? Be honest.