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Many of us believe that we make decisions primarily based on reason. Especially when it comes to business, purchasing, and accepting or rejecting business offers. However, the truth is that emotions…
The way you speak often has a greater impact in various situations than the actual content of what you say. This is especially true in sales. With your tone of voice, intonation, and word choice, you…
The global economy is constantly evolving, and companies frequently cite „challenging times“ as a reason for not investing in new solutions. You have likely encountered responses such as: „We cannot…
When we talk about business meetings, we usually assume it's the salesperson who's nervous and who should look confident. However, sometimes it happens that it's actually the client who's nervous.…
Every meeting, including business meetings, involves negotiation. Each party seeks to maximize its benefits from the interaction while (hopefully) striving to find a compromise that meets the needs of…
Too many salespeople offer too many options. They start with a standard offer and a basic package, and then they imprudently get to various extra services, individual updates and non-standard…
Even experienced salespeople sometimes make the rookie mistake of asking the customer the wrong questions or asking a desperately low number of them. According to the 80/20 rule, you should only be…
One of the main tasks of a salesperson during the first meeting or first call with a prospective client is the so-called customer “qualification”. What is it? How can you use qualification to…
Business meetings usually have a common goal: closing the sales cycle and signing a contract or order. However, many salespeople fail to end the meeting successfully and close the deal because they…
One of the common problems with salespeople across all industries is that they talk more about themselves and their products than they do about the client's needs, and yet focusing on the client is…
This a frequent way the prospect rejects the offer without saying it openly. Saying that they need to think about the proposal is a sign for many business people that the deal will fall through and…
Many salespeople are thrown off balance when the prospect says the offer is too expensive. It is surprising how many reps do not have an answer ready as it is one of the most common objections. Many…
Sales to a large extent means asking the right questions that help to steer the conversation inconspicuously wherever you need it. However, the importance of informal small-talk shouldn't be…
The truth is that the success or failure of a deal is usually determined in the first ten minutes of a meeting because clients (either consciously or unconsciously) decide whether they trust you…
Businesswise, fear is of great importance to a salesperson. All people (including customers) have an in-depth fear of something, e.g. failure, lack of money, loss of control, or unexpected events.…
