How we answer and respond to our customer defines us, our personality, and personality to them. While we size up the possibility of making a sale, our customer makes the important decision to do business or not do business with us. There is one word we salespeople should avoid.
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SalesDuJour voted on the following stories on BizSugar
The Nuclear Bomb of Sales Responses
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4429 days ago
Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4431 days ago
The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign
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My Best Closing Tactic
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4527 days ago
Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment
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Are You Selling to Phantom Buyers?
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4549 days ago
Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. T
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The Last Thing They See – Lasting Impressions
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4556 days ago
The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when [...
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Are You Really Overcoming Objections?
Posted by SalesDuJour under SalesFrom http://thesaleshunter.com 4557 days ago
I’m a recovered “objection killer.”
99.9% of sales attempts meet objections. In the early days of my sales career, I trained to exterminate objections on sight. Unfortunately, the “you have a problem, we have the solution” method undermined my customer’s real concerns and killed many sales for m Read More
99.9% of sales attempts meet objections. In the early days of my sales career, I trained to exterminate objections on sight. Unfortunately, the “you have a problem, we have the solution” method undermined my customer’s real concerns and killed many sales for m Read More
Marketing Creates Lousy Sales Presentations
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4563 days ago
Too many marketing departments are still living in the 1990s with how they feel salespeople should be making presentations. Marketing departments are notorious for making slick presentations that do nothing but extol the virtues of how wonderful their company is. I call these “capabilities present
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Pistachio Nuts and Sales Opportunities - An Afteroon Muse
Posted by SalesDuJour under Products and ServicesFrom http://www.salesdujour.com 4564 days ago
Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more [...]
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Are You Selling Value Proposition or Cost Benefit?
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4569 days ago
Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the
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It’s National Sales Day!
Posted by SalesDuJour under SalesFrom http://www.salesdujour.com 4569 days ago
Back in the 80’s, I was fortunate enough to spend the evening with an icon in the machine tool industry at our monthly association meeting. Jay was an old school, NY sales pro in his 60’s. When I saw him, I told him I liked his tie. He immediately took it off, [...]
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