by jason | Oct 23, 2019 | Uncategorized
Are you a good listener? About 80 percent of our waking hours is spent communicating, about half of that listening. Traditional education usually concentrates on reading, writing and speaking. But even if Listening 101 wasn’t in your school program, there is hope...
by jason | Oct 23, 2019 | Uncategorized
For many years, salespeople were told that selling is talking. The apparent method was to tell the prospect everything you knew in hopes that something you said would touch the right spot and the prospect would buy. Unfortunately, the result was often a salesperson...
by jason | Oct 23, 2019 | Uncategorized
A recent TV commercial for Proctor and Gamble’s Head and Shoulders shampoo ends by saying, “You never get a second chance to make a good first impression.” The opening minutes of the approach must be designed to create an atmosphere of trust. The first 15 words you...
by jason | Oct 23, 2019 | Uncategorized
The content of an effective presentation requires selling by design – not by chance. Competing with yesterday’s traditional selling strategies and techniques is hazardous as world-class competitors challenge each other. Never before have the latest and best selling...
by jason | Oct 23, 2019 | Uncategorized
Proper telephone technique enhances a salesperson’s image and preconditions the prospect to receive you favorably. Phoning for an appointment implies that you are courteous and considerate of the prospect’s time. It also suggests that your time is valuable and that...
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