Category Archives: Sales Skills

If you can learn how to overcome objections, then you can without a doubt close more sales and make more money. The quickest way to learn these closes is when you just missed a sale by “this much!” Go over … Continue reading →

One of the hardest things in the sales process comes at the end of the journey. Many times salespeople are not able to close the deal. If they may have done everything correctly, your customer should be back at your … Continue reading →

Every once and a while you can overcome an objection with silence: “The Pause.” You do this by not saying anything for at least seven to ten seconds. In the world of closing that is a long time. Tick.. tick…tick…tick….tick…tick…. … Continue reading →

Have you ever heard, “We have to go home and pray on it or sleep on it?” As soon as these words pass through your customer’s lips, agree with them, support their decision, and switch them to another product. Otherwise … Continue reading →

Once you have demonstrated your product and gotten to the “closing table,” you are nearly done. At this stage in the selling process and assuming you have done your job, the customer is right on the verge of deal or … Continue reading →

One of the sure fire ways to not close a sale is if you never identified or satisfied the customer’s final objection. Or if you finally identified their final objection the customer will not buy from you because you lost … Continue reading →

As a professional salesperson, it is a given that you are in the communication business. And thus, every aspect of what you communicate should be flawless. However, there are two forms of communication, verbal and non-verbal. While verbal communication is … Continue reading →

The reason a Buyer is standing in your showroom is to solve a problem. When a Buyer arrives in your showroom, they have a preconceived notion of what it is they are searching for to solve their problem. But they … Continue reading →

Most salespeople unknowingly play a game called, “Guess What is Important to the Buyer.” You can’t sell based on assumptions; you need a foundation of facts, assembled and organized from an arsenal of good quality questions. Wise up. Manipulative questions … Continue reading →

Just as in good entertainment, the key to successfully selling can be having the right script. The end result of a good script is: that the Buyer finds a product they really like, the salesperson gains a nice commission, and … Continue reading →