Blog categorized as Sales

They all sound like this:

• I can save you a lot of money
• I can save you a lot of time
• I've got the perfect deal for you
• You can expect 24-hour service from me

And the prospect is thinki...

The sale isn’t made at the “close”; it begins with the first “hello.”

Closing too soon is a BIG MISTAKE and can often kill a sale as you watch all of your hard work go down the drain. Even if you do get a sale, attempting to close a prospect before they are mentally ready can destroy a relationship. ...

You have gone through the sales process from qualifying your prospect to signing the paperwork. You are now ready to celebrate your hard work. But don’t celebrate your sale too soon. If you are doing a good job of closing a high percentage of your prospects, you can expect buyer’s remorse from about...

Your business mission statement (BMS) is the foundation for all of your marketing. Accordingly, creating your business's mission should precede the thousands of dollars you'll invest to attract clients. And it becomes a valuable tool for recruiting the people you'll need to help you grow your compan...

Average sales agents operate as tour guides and think their job is to show properties. They may only ask a few ill-prepared questions before driving around, hoping they’ll stumble onto something the prospect likes. Valuable time is wasted touring properties waiting for the prospect to either purchas...