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Psychology of Selling
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Figuring out the why do they buy
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There were 14 articles found in this category:
 Cost of Ownership Part 2
Cost of Ownership Part 2 The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client make a positive buying decision means that we sometimes need to walk ...
- Uh... I think you are leaking closing ratio
Uh... I think you are leaking closing ratio What holds us back from hitting our volume and income objectives? For most salespeople, the difference between where you are and where you would like to be is only a matter of a few points in closing ratio. So where do we "leak" closing ratio? A h ...
- Loyalty
It's something that every company is after: loyal customers. That is the typical corporate message and goal but not the realization of most. As with many things in life the tendency is to want the benefits without having to pay the price. How do you create loyal clients? When we ask people what ...
- What do you have in common with your client?
Have you ever been asked by your sales manager when you walked into their office with a deal worksheet: "What do you have in common with these people?" It is a great question that a sales manager could ask you about the people you are trying to sell a car to. Does thinking about what your answe ...
- Why are they here?
Many times the grind of working day to day in retail sales can mess with our attitudes. No matter how strong we are we will still have more people saying no than saying yes. It takes a conscious effort on our part to keep our attitude positive in those critical first moments when we meet a new ...
- What is 1% worth?
We have often heard jokes about how 99% just isn't good enough. You know, like 12 newborn babies per day will be dropped at birth, or 2 planes will crash every day at Chicago O'Hare Airport, 22,000 cheques per hour will be deducted from the wrong bank accounts, and the 99% list goes on… ...
- Boss! That's my customer!
Whose customer is it anyway? The factory and dealership often have very different ideas about who owns the customer but what about salespeople? We see this scenario in dealerships everywhere: a client comes into the dealership and meets a salesperson and begins working on finding a vehicle. A ...
- Let them know what's coming
Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objections at the meet and greet that we have come to expect like: "just looking" or "this is the first plac ...
- Would you like a new car?
Help your clients fall in love. Would YOU like a new car? Really, would you? I have randomly asked people if they would like a new car, and I have not heard one person say "No." Not one! I have asked strangers at the table next to me in a restaurant or in an elevator, people I am barely acquain ...
- Stop selling and start helping
What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the customer they have made a good presentation. If we have good product knowledge, are able to keep control of the conversation, and give them every pos ...
- What's your winning edge?
If you think you are perfect with no room for improvement read no further! There has been an enormous amount of study into what accounts for the huge variances in sales success from one individual to another. We have heard Brian Tracy and others talk about the concept of Winning Edge as "smal ...
- Presentation Overload - Talking our way out of a sale
What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the customer they have made a good presentation. If we have good product knowledge, are able to keep control of the conversation, and give them every po ...
- Don't Try So Hard - Make More Sales
Here's one thing you can do that will guarantee poor sales performance: try really hard to get the sale. Yes, you heard right. Try really hard to get the sale and you will decrease your chances of getting the sale. Here is the explanation: When sales people try too hard to get the sale – ...
- You get paid to talk... so talk to someone who can pay you
We all want a friendly work environment. Don't we? One where we get along with our team mates and have fun at work. Sure we do. However too often we see a large proportion of a sales consultant's day devoted to interaction with co-workers rather than clients or prospects. We've talked before ab ...
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