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Not getting a 'no' doesn't mean you're gonna get a 'yes'. So, maneuvering your prospect into saying 'I want to think it over' just to avoid a 'no' is really just a waste of your time...
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Sales is really about TCB, so as Elvis would say - 'taking care of business. And, you can't take care of business by avoiding the selling part of your sales conversations...
If you fail to get a commitment to purchase...or a firm 'no', you are spinning your wheels...
Strong follow up can demonstrate persistence, but sometimes you just need to 'read the room'...
Getting off track or ahead of yourself can take your sales conversation places it doesn't need to go. Even worse, it can take you places you should have avoided...
Sometimes you have so much knowledge you want to share with a prospect that you just can't stop talking...
We all know how unproductive meetings can be. The good news is that they don't have to be a giant time suck - they can actually become the useful, productive business tool you always hoped. Here's what you have to keep in mind...
Some people are men and women of few words. To work in an office with such people is truly a blessing.
Most workers, however, are stuck in a workplace where they hear about everything from a co-worker’s baby-making plans to his/her estranged relationship with their father or mother. Talking about such topics might be OK to share over cocktails with your best friend — they are not OK for the workplace... |
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July 2023
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